Partner Manager, North America

Piano•Philadelphia, PA

About The Position

As Partner Manager, North America, you will own and grow Piano’s partner ecosystem across key target verticals in the North America region. Reporting directly to the Global VP, Partnerships, you will be responsible for identifying, recruiting, activating, and scaling channel and technology partners who serve healthcare and hospital systems, financial services institutions, and media organizations. Your primary mission is to establish high-impact partnerships that generate qualified pipeline through joint account mapping, co-sell motions, and repeatable go-to-market collaboration. Success in this role will be measured by partner-sourced pipeline, partner-influenced revenue, number of activated partners, and velocity of co-sell opportunities.

Requirements

7+ years of experience in partner management, channel sales, business development, or alliance management within B2B SaaS.
Experience working with partners serving regulated industries (e.g. healthcare, financial services, telecom, or media) preferred. Existing network within healthcare ecosystem is advantageous but not required.
Demonstrated track record of building and scaling partner relationships that drive measurable pipeline and revenue.
Familiarity with the healthcare vertical, with an established network of contacts among consultancies, system integrators, technology partners, or resellers serving the industry.
Experience with account mapping, co-sell programs, and cross-sell strategies in a software or technology environment.
Strong negotiation skills with experience structuring and closing partnership agreements.
Ability to operate independently and manage a high volume of partner relationships while maintaining quality and accountability.
Excellent communication and presentation skills, with the ability to articulate Piano’s value proposition to diverse partner audiences.
Proficiency with CRM and partner management tools; experience with pipeline reporting and forecasting.
Willingness to travel as needed to attend industry events, partner meetings, and Piano team gatherings.

Responsibilities

Build repeatable partner motions, including segmentation, prioritization frameworks, and scalable activation models that enable partners to independently generate demand for Piano.
Prioritize partners with strong enterprise relationships aligned to Piano’s ICP, including digital consultancies, system integrators, and technology partners.
Develop and execute a targeted outreach strategy to identify, engage, and sign partners who have deep relationships with healthcare organizations (hospital systems, integrated health systems, telehealth, and digital health platforms), banking/financial services clients, and media companies.
Build and maintain a robust pipeline of prospective partners through proactive outreach, industry events, and relationship development within the healthcare and banking ecosystems.
Negotiate and close partner contracts that establish clear terms for account mapping, co-sell engagement, and cross-sell motions with Piano ecosystem.
Lead account mapping exercises with signed partners to identify joint opportunities and prioritize cross-sell targets within their existing client bases.
Equip partners with the enablement resources, messaging, and competitive positioning they need to sell Piano effectively and independently.
Partner closely with Partner Marketing to support joint go-to-market activities, including events, campaigns, and partner communications.
Drive partner-sourced pipeline through new partner acquisition and activation of existing partner relationships.
Maintain rigorous deal registration discipline and structured co-sell motions to improve partner deal quality and conversion rates.
Own and manage partner reporting and dashboards that track pipeline creation, partner activity, deal progression, and outcomes.
Provide regular forecasting on partner-sourced pipeline with accuracy and transparency, contributing to the broader NAM revenue plan.
Collaborate with Piano’s Sales, Marketing, Client Services, and RevOps teams to ensure partner-generated deals are high-quality, aligned with ICP, and follow established handoff SOPs.
Act as internal advocate for the partner ecosystem, ensuring alignment with Sales leadership and driving adoption of partner-led opportunities within regional pipeline planning.