Senior Manager/Head of Partnerships & Sales (€90-€130k OTE, 80%/20% split, uncapped bonus)

🎯 Mission

You're joining Vizzia at a defining moment. The Partnerships division doesn't exist yet and that's exactly the point. Integrators are starting to bring us deals, engineering firms aren't prescribing us yet, and our internal organization is built for direct sales.

Your role: define the strategy, own it in the field, build processes, and create the partnerships engine Vizzia needs to scale - starting by convincing internally just as much as externally.

💡Context

You'll work with three types of players:

• National integrators (Ineo, Derichebourg, Sigrénea) - early conversations have happened. You inherit them, structure them, and turn them into real partnerships.

• Engineering firms that write technical specifications (CCTP) for public tenders - they don't prescribe us yet. Some work with our competitors. That's the gap you'll close.

• Public procurement platforms (UGAP, VONUM) - essential access for public-sector clients that can't purchase directly from us.

A few things worth knowing before you apply:

• Vizzia brings real business to integrators - commissions, installation, maintenance. The leverage is there. The job is to use it with intelligence, not blunt force.

• Engineering firms are currently looped in at the end of deals, to formalize a CCTP that's already written. We want them at the table from the start.

• Our internal organization wasn't designed for a partner channel which is part of the role and one of its exciting challenges.

🚀 Responsibilities

Strategy & build

• Define and validate the 12-month partnership strategy with milestones that are clear, realistic, and yours to own

• Identify, qualify and sign the 5 priority strategic partnerships in year 1

• Build partner onboarding, activation and creating processes from scratch

Field activation

• Activate local agencies of nationally-signed integrators - create real buy-in where deals actually happen

• Shift the engineering firm relationship from transactional (post-deal CCTP) to upstream prescription

• Negotiate commercial terms with integrators - defend Vizzia's margin by making the value case, not by making concessions

Internal transformation

• Make Vizzia genuinely partnership-friendly: Sales, CS, Ops, Finance, RevOps - map the friction, fix it, and do it without a reporting line over anyone

• Build a reliable partner pipeline report that gives leadership full visibility, no surprises

📊 Year 1 goals

• 5 strategic partnerships signed

• €2.5M in detected revenue via partners

• 8 qualified leads per month (we'll define this together during onboarding)

• Internal deliverables: partner CRM + commission process + deal attribution rules

✅ What we're looking for

Must-have

• Experience in a relevant position in a highly regulated environment

• Having already built a partnerships function inside a scale-up

• Public procurement fluency: CCTP, BPU, framework agreements, UGAP/VONUM - you speak the language

• Builder mindset: you thrive without process, without a team around you at first - and you build anyway

• Commercial backbone: you defend a margin, argue on value, and don't reach for the discount lever by default

• Ability to align people across Sales, Ops, Finance - without a hierarchy to lean on

What makes the difference

• Professional proficiency in English

• Public sector / local government experience

• Knowing key players - relationships you've genuinely built, not just names in a CRM

• Experience in an integrator / engineering firm / public procurement ecosystem - video surveillance, security, smart city, access control, connected lighting, or adjacent

• Track record of building and managing a team

Benefits

🏡 Hybrid work

🏝 “Contrat cadre” and RTT (between 8-12 per year depending on the number of public holidays in the current year)

💻 A Mac or PC depending on your preferences

💸 BSPCE

🚗 Company car or car allowance

🍜 60% coverage of meal vouchers worth €9 per worked day

🚃/🚲 Sustainable mobility allowance

🏥 Mutuelle (Alan)

💼 Offices located in central Paris (9th arrondissement)

☀️ Annual offsite with the whole team and plenty of company events

Compensation

€90-€130k OTE, 80%/20% split, uncapped bonus

⚙️ Hiring process

1. Screening call with our Talent Acquisition Manager 30’

2. Hiring Manager interview with our VP Sales 45’

3. On-site business case with our VP Sales & another team member 1h30

4. Final fit interview with our CEO 30’

If you've read this far, you're probably very interested in the role and/or Vizzia. We'd like to hear from you even if you feel ou don't check every box.