Partner Development Manager EMEA & Mercosur countries (F/H/X)

Planisware est un leader dans le domaine des plateformes SaaS (Software-as-a-Service) B2B (business-to-business) basées sur l’IA pour le secteur en forte croissance de la Project Economy (« l’Economie de Projet ») La mission de Planisware est de fournir des solutions pour aider les organisations à transformer la façon dont elles conçoivent, planifient et délivrent leurs projets, portefeuilles de projets, programmes et produits.

Avec près de 850 collaborateurs répartis dans 20 bureaux, Planisware opère à grande échelle en servant environ 650 clients dans de nombreux secteurs et de métiers dans plus de 35 pays à travers le monde. Planisware compte parmi ses clients des entreprises internationales de premier plan, des sociétés de taille intermédiaire et des entités du secteur public.

The Partner & Alliances Success Manager is responsible for building and activating an indirect growth engine by identifying, recruiting, and developing partners capable of generating qualified sales opportunities for Planisware. The role focuses on partner-sourced pipeline creation and revenue contribution, not on customer success or delivery execution.

The position builds on an existing ecosystem of consulting partners across EMEA and a recently structured partner program - both of which need to be activated, validated in real market conditions, and continuously improved.

Missions :

• Identify, recruit, and qualify strategic consulting partners, resellers, and distributors with strong market access ;
• Reactivate and qualify existing consulting partners, establishing clear expectations on business contribution and pipeline generation ;
• Build a partner ecosystem focused on lead generation and Partner Sourced Opportunities (PSO) ;
• Drive partner-led pipeline creation and support early qualification of new logo opportunities ;
• Define and execute joint go-to-market plans with selected partners ;
• Coordinate across EMEA Sales Directors and local teams to ensure partner activity is aligned with regional go-to-market priorities and to convert partner-sourced opportunities into closed deals ;
• Track and manage partner performance based on business contribution and revenue impact ;
• Enable partners with business messaging, value propositions, and executive-level positioning ;
• Challenge, reorient, or disengage partners that do not deliver measurable results ;
• Assess the current partner program in practice by identifying what works, what doesn’t, and propose concrete improvements to program structure, incentives, and enablement.

Perimeter :

• Planisware SA ;
• The position operates in close alignment with the Sales organization and directly reports to the Sales Director of PLW SA.

• Proven experience in partner or channel development in a B2B software environment ;
• Solid understanding of indirect sales motions and partner-sourced pipeline mechanics ;
• Familiarity with the PPM or SPM ecosystem is a strong differentiator ;
• Ability to operate across multiple markets and cultures with credibility at senior levels ;
• Strong commercial instincts : able to distinguish partners with real potential from those consuming time without return ;
• Structured and autonomous: capable of running a program with rigor while adapting it based on evidence ;
• Excellent communication and influencing skills, comfortable engaging both partner executives and internal Sales stakeholders ;
• Fluency in English is mandatory ; additional European languages are a plus.

• A competitive compensation package;
• Access to our employee savings plans (PEE and PERECO);
• A diverse, inclusive, and open-minded work environment;
• A friendly, dynamic workplace with regular company events;
• Opportunities for professional growth and development.