Partnerships Manager (Invoicing & Accounting)

Shine is the financial copilot for entrepreneurs and small business owners.
Founded by serial entrepreneurs Rico Andersen and Martin Hegelund, Shine is a leading European fintech unicorn on a mission to restore the joy of running a business, by ending wasted time on financial admin. Shine offers a connected solution for invoicing, accounting, payroll, business accounts, payments, and financing, meaning business owners can focus their energy on growing a healthy business, not held back by manual admin.

Part of something bigger
Today we're part of Cegid, a European leader in cloud software for finance and accounting. Together we're building Europe's leading financial copilot for small businesses and their accountants.
Shine already supports more than 400,000 small businesses. As part of Cegid, we now reach over one million small businesses and 15,000 accountants across Europe.
We're a multicultural team working from France, Germany, Denmark and the Netherlands, contributing to a wider European network that spans Spain, Portugal.

Your hiring experience matters
Just as we respect our customers' time, we respect yours. Your experience with Shine and Cegid should feel simple, transparent and genuinely supportive.
If this sounds like somewhere you want to grow, we'd love to hear from you.

Your Role as a Partnerships Manager (Invoicing & Accounting)

We are looking for a Strategic Partnerships Manager to develop and manage key partnerships for our Invoicing & Accounting Business Unit in Spain.
Partnerships are an important growth lever for our business. We already collaborate with relevant organisations across different ecosystems, including sectors such as banking and telecommunications, and we want to further develop these relationships while building new strategic partnerships.
This is an end-to-end partnerships role.
You will not only identify and acquire new partners, but also be responsible for helping activate, monetize, optimize and expand each partnership over time, maximizing its business potential across the partner's customer base, digital channels and broader ecosystem.
The role combines strategic partner management, business development, commercial execution and growth, working closely with the BU Lead and cross-functional teams to turn partnerships into sustainable business results.
This is an individual contributor role with a high level of autonomy, ownership and external exposure.

What you'll do
Strategic Partnership Management & Growth

• Manage and develop relationships with our existing strategic partnerships.

• Act as the main day-to-day business contact for assigned partnerships.

• Build strong, long-term relationships with relevant stakeholders across partnerships organisations.

• Develop joint business plans with clear objectives, priorities and growth opportunities.

• Understand the partnerships's business, customer base, distribution model, digital channels and broader ecosystem.

• Identify opportunities to increase the value and impact generated by each partnership.

• Continuously explore new opportunities to increase penetration, adoption, customer acquisition and revenue within existing partnerships.

• Coordinate regular business reviews, monitor progress and ensure follow-up on agreed actions.

• Identify new use cases, propositions or initiatives that can expand the relationship beyond the initial agreement.

• Identify new partnership opportunities aligned with the priorities of the Invoicing & Accounting Business Unit.

• Research relevant companies, ecosystems and distribution models that could accelerate business growth.

• Develop and maintain a pipeline of potential strategic partners.

• Engage with potential partners and understand their business needs, objectives and potential areas of collaboration.

• Develop business cases and partnership proposals with clear value for both organisations.

• Evaluate the commercial potential and strategic fit of new opportunities.

• Develop commercial propositions and partnership models together with relevant internal stakeholders.

• Build compelling business cases based on customer potential, expected adoption, revenue opportunity and strategic value.

• Lead or support commercial negotiations with prospective and existing partners depending on the complexity and strategic relevance of the opportunity.

• Coordinate with Finance and Legal during commercial and contractual discussions.

• Define clear commercial models, objectives, responsibilities and success metrics for each partnership.

• Support the BU Lead in particularly strategic or complex negotiations when required.

• Coordinate the end-to-end launch of new partnerships.

• Translate commercial agreements into clear implementation and activation plans.

• Work cross-functionally with Product, Sales, Marketing, Customer Success, Finance, Legal and other relevant teams.

• Define responsibilities, timelines, milestones and expected business outcomes.

• Coordinate joint go-to-market and activation initiatives where relevant.

• Ensure internal teams and partner teams are aligned before and after launch.

• Monitor initial adoption and identify potential barriers to performance.

• Coordinate solutions when operational or commercial issues arise.

• Identifying new monetization opportunities within existing partnerships.

• Increasing customer penetration across the partner's customer base.

• Exploring opportunities across the partner's website, digital channels, CRM, sales network and broader ecosystem.

• Developing new propositions, campaigns or commercial initiatives together with partners.

• Identifying opportunities to cross-sell or expand the relationship into additional customer segments.

• Optimizing conversion and activation across existing partnership journeys.

• Identifying new revenue streams or distribution opportunities.

• Expanding successful partnerships into new use cases or areas of collaboration.

• Define clear KPIs and business objectives for each partnership.

• Monitor partnership performance throughout its life-cycle.

• Track relevant metrics such as:

  • Revenue / ARR.

  • Partner-sourced customers.

  • Leads and opportunities.

  • Activation.

  • Adoption.

  • Conversion.

  • Customer penetration.

  • Expansion.

• Analyse performance and identify opportunities for optimization.

• Build regular reporting on the partnership portfolio.

• Identify under-performing initiatives and recommend corrective actions.

• Identify successful models that can be scaled or replicated with other partners.

• Share insights and recommendations with the BU Lead and relevant internal stakeholders.

• BU Leadership

• Sales

• Marketing

• Product

• Customer Success

• Operations

About you

We are looking for someone with a strong combination of commercial mindset, strategic partnership management and business development skills, able to manage partnerships end-to-end, from identification and acquisition to activation, monetization, growth and long-term expansion.
Ideally, you bring:

• Previous experience in Partnerships, Strategic Partnerships, Alliances, Business Development or a similar commercial role.

• Proven ability to manage partnerships across the full lifecycle: identifying opportunities, building the business case, negotiating, launching, monetising and expanding the relationship over time.

• Experience managing and growing existing B2B partnerships, not only acquiring new ones.

• Strong focus on maximizing the value of each partnership, identifying new revenue streams, use cases, customer segments and opportunities for expansion.

• Ability to develop partnerships beyond the initial agreement, increasing penetration and business impact across the partner's customer base, digital channels, website and broader ecosystem.

• Experience working with medium or large organisations and multiple stakeholders.

• Experience in SaaS, software, fintech, financial services or other B2B environments is highly valued.

• Experience working with ecosystems such as banks, telecommunications companies or other large corporate partners would be a strong plus.

• Strong commercial and negotiation skills.

• Ability to build and present compelling business cases.

• Strong stakeholder-management and communication skills.

• Ability to manage several partnership opportunities simultaneously.

• Comfortable working cross-functionally and coordinating different teams.

• Analytical mindset and ability to use data to identify growth and monetization opportunities.

• High level of autonomy and accountability.

• Fluent Spanish and professional working proficiency in English.
  
  Nice to have

• Experience in SaaS or subscription-based businesses.

• Knowledge of the accounting, invoicing, fintech or SME ecosystem.

• Experience developing indirect sales or distribution partnerships.

• Experience working with financial institutions or telecommunications companies.

• Experience launching joint go-to-market initiatives.

• Experience managing strategic accounts or complex B2B relationships.

• Experience growing and monetizing established partnership portfolios.
  

💚 Our recruitment process

1️⃣ 30' call with Talent Acquisition

2️⃣ 45' interview with Hiring Manager

3️⃣ A 60' business case presentation to highlight your skills and give you a hands-on feel for the role

4️⃣ A team introduction, followed by a soft skills interview based on personality assessments to see how we can best support your growth at Shine

What we offer

• Impact: This team is foundational to ensuring multiple aspects of Shine’s business is operating as the best on the market.

• Ownership: Join a team and help shape its mission just as it’s getting started, with support from experienced leaders.

• Innovation: Work in a dynamic, ambitious environment with space to grow and try our ideas and approaches

• Mission-driven: Likes our mission to help entrepreneurs succeed by giving them better, smarter banking and administrative tools.

Equal Opportunity Employer

We follow the principle of equal treatment to consider all job applicants and do not discriminate based on their gender, sexual orientation, color, racial or ethnic origin, religion, disability, etc. as per applicable law.