The Challenge
Vizzia is at an inflection point: integrators are knocking, but the partnerships engine doesn't exist yet. You'll build it from scratch, turning early conversations into €2.5M revenue while reshaping how the org thinks about indirect sales.
Your Mission
Map the full integrator/engineering firm/procurement ecosystem; identify and lock in conversations with 3 of 5 priority partners
Define and socialize the 12-month partnership strategy with internal stakeholders (Sales, Ops, Finance, RevOps); win buy-in on resource needs
Build the partner onboarding playbook and baseline CRM structure; establish commission framework and deal attribution rules
Activate local agencies of at least one nationally-signed integrator; generate first qualified leads from partner channel
Sign 3-4 of 5 strategic partnerships with clear commercial terms and activation milestones
Shift engineering firms from post-deal CCTP formalization to upstream prescription; have 2+ in active pre-tender conversations
Achieve 8 qualified leads per month through partner channel; document pipeline visibility for leadership
Resolve 2-3 internal friction points (Sales/Ops/Finance alignment); embed partnership workflows into core systems
KPIs You'll Own
Strategic Partnerships Signed
Target 5 nationally-scaled integrators/engineering firms under formal agreement with commercial terms and activation plan.
Partner-Generated Revenue (Detected)
€2.5M in pipeline/booked revenue attributed to partner channel in Year 1.
Qualified Leads Per Month (Partner Channel)
8 MQLs/SQLs per month from integrator and engineering firm partnerships; tracked in partner CRM.
Commission/Margin Defense
Maintain Vizzia's margin targets in partner agreements; track deal profitability vs. direct sales baseline.
Partner Pipeline Visibility
Reliable monthly reporting on partner deal status, forecast, and internal blockers; zero surprise escalations.
Tools & Stack
Your Team
Your Manager
Likely VP/Chief Revenue Officer or Founder (not specified)
Current Team
Partnerships function does not exist; you'll coordinate across Sales, Customer Success, Ops, Finance, RevOps
New greenfield role—building the function from scratch
The Package
Salary
€65K-€85K base
Variable
Commission/bonus structure tied to partnership revenue targets (estimated 15-25% of base)
Remote
Hybrid • Paris, France (estimated 2-3 days on-site)
Benefits & Perks
Company Intelligence
Vizzia is a SaaS/smart city IoT platform (video surveillance, access control, connected lighting, public procurement). 74 employees, growing through a combination of direct sales and a newly-forming partner channel. Operating in France with ambitions to scale through integrators and engineering firms.
Team Size
74
Customers
Public-sector and enterprise clients (France-based, procurement-driven)
Culture
Direct, pragmatic, execution-focused. Early-stage DNA with product-market fit signals. Values internal candor and external credibility.
Is This Role For You?
- You've worked in integrator ecosystems, engineering firm networks, or public procurement channels (security, smart city, IoT, access control, connected lighting, or adjacent)
- You have relationships with key players (Ineo, Derichebourg, Sigrénea, or equivalent) or know how to build them fast
- You're comfortable with ambiguity—there's no playbook, no team, no reporting structure in place. You'll build it
- You can sell internally as well as externally: the friction is real, and you'll need to map and fix it without formal authority
- You have a track record of turning early-stage partnerships into revenue (not just LOIs)
- You need a ready-made team or clear reporting lines—this is a 1-person build role for 6+ months
- You're looking for a transactional sales role; this is strategy + activation, with equal weight on internal transformation
- You don't have direct experience in the integrator/engineering/procurement ecosystem; relationships and domain knowledge matter
- You expect a high base salary without variable upside—comp reflects equity risk of early-stage play
Interview Process
Initial Screen
30 min with Partnerships Lead or Founder; alignment on ecosystem experience and partnership philosophy
Deep Dive: Strategy & Relationships
60 min case study conversation: walk through a past partnership build; discuss integrator/engineering firm dynamics
Internal Stakeholder Panel
45 min with Sales, Ops, Finance leads; assess ability to align and solve cross-functional friction
Leadership Conversation
45 min with CEO/CRO; discuss 12-month vision, expectations, and company context
Reference Checks
2-3 references from past partnership or channel sales roles
Interested in this role?
Apply now and hear back within days, not weeks.
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