About Piano
Piano's Digital Revenue Optimization solution helps digital services grow revenue by better understanding and influencing their customers' behavior. Piano unifies analytics, segmentation, and commercial personalization in one AI-driven application, enabling sites and apps to efficiently maximize the value of every user visit. Headquartered in Amsterdam with offices in the Americas, Europe, and Asia-Pacific, Piano serves a global client base including the BBC, Deutsche Telekom, Nikkei, AXA and the Wall Street Journal.
Position Overview
As Tech Partnerships & Strategic Alliances Manager, you will own and grow Piano's technology partner ecosystem — the strategic data, payments, and adjacent SaaS platforms our customers already run alongside Piano. Reporting directly to the Global VP, Partnerships, you will be responsible for owning our most important technology relationships end-to-end and building the intake process that lets Piano evaluate new technology-partnership opportunities quickly and confidently.
Your primary mission is to turn a set of high-value but historically less-owned technology relationships into a coherent, jointly-executed go-to-market motion, while giving the business a single, well-run front door for every new technology-partnership or integration request that comes in.
This role will work in concert with support from team members in our Product organisation and Solution Consulting organisation, to ensure you are surrounded by robust product expertise and client-need intelligence.
Success in this role will be measured by strategic-partner health and joint GTM output, the speed and quality of inbound technology-partnership triage, and the strength of the operating model you build with Product and Solution Consulting.
Key Responsibilities
Both halves of this role are ongoing, not sequential hand-offs — but the near-term weighting favors depth over breadth: priority in year one is on deepening our existing strategic-partner relationships (Partner ownership & growth, below) quickly, with the formal inbound-intake process (Inbound triage & product collaboration, below) built out close behind.
Strategy & prioritization
- Build the segmentation and prioritization framework for which technology partners are worth strategic investment, across data platforms, payments and subscription infrastructure, consent/tag management, and adjacent measurement or CRO/experimentation tools.
- Prioritize partners aligned to Piano's ICP and product roadmap, in close collaboration with Product leadership and Solution Consulting.
Partner ownership & growth
- Own a focused portfolio of strategic technology partners end-to-end — the primary relationship owner for commercial and go-to-market purposes.
- Build joint go-to-market motions with each partner, not just technical integrations — joint messaging, co-sell motion, and shared pipeline where relevant.
- Negotiate and maintain partnership agreements that set clear terms for collaboration, technical scope, and mutual commitments.
Inbound triage & product collaboration
- Act as the front door for inbound technology-partnership and integration requests, working with Solution Consulting to evaluate technical validity and strategic fit before anything reaches Product.
- Partner with a named Product Manager on each strategic relationship, translating commercial opportunity into a realistic, shared roadmap.
- Keep partner-facing commitments honest against what Product can actually deliver, and vice versa.
Operating rigor
- Build the operating rhythm for technology partnerships as a function — pipeline, reporting, and prioritization — where none exists today.
- Maintain a clear, current view of every active and prospective technology-partner relationship, its owner, and its status.
Internal influence & alignment
- Represent technology partnerships in company-wide go-to-market and product-strategy planning.
- Collaborate closely with Product, Solution Consulting, and the regional Partner Management team to keep technology partnerships coherent with the rest of Piano's partner ecosystem.
Qualifications
- 7+ years of experience in partnerships, alliances, or business development within B2B SaaS, martech, or adtech, including direct experience managing platform-level technology relationships (not only referral/reseller channel).
- Comfort operating at the intersection of commercial strategy and technical depth — equally credible in a conversation with a partner's solutions engineer and their VP of Partnerships, with deep technical backup available from Piano's Product and Solution Consulting teams whenever it's needed.
- Demonstrated track record of building and scaling joint go-to-market motions with technology partners, not just signing agreements.
- Experience triaging, scoping, or evaluating inbound partnership or integration opportunities is a strong plus.
- Strong cross-functional operator, able to work closely with Product without owning its roadmap, and to bring structure to a function being built from scratch.
- Strong negotiation skills, with experience structuring and closing partnership agreements.
- Proficiency with CRM and partner management tools; comfort with pipeline reporting and forecasting.
- Based in or near Amsterdam, or able to work core CET hours; fluent in English, additional European languages a plus.
- Willingness to travel as needed for industry events, partner meetings, and Piano team gatherings.
Perks at Piano
- Exciting tasks and space for ideas
- Collaborative and agile working culture
- Vibrant team culture locally and globally
- Hybrid working model from Amsterdam office