Partnerships Manager

Apaleo is the world's most open, API-first property management platform powering the next generation of hospitality operations. Its modular, AI-powered infrastructure enables hoteliers to customise their tech stack, automate routine work, and deliver seamless, personalised guest experiences, powered by best-in-class apps and autonomous AI agents that adapt to every stay. Apaleo is scaling fast, and our next stage of growth will be driven by the ecosystem. We've already built strong foundations across our partner landscape (apps, services, channels) and see clear momentum in how partners support our GTM motions across segments. Now it's about making this repeatable at scale: clearer structures, sharper prioritisation, and commercial motions that work consistently across geographies. We're looking for a Partnerships Manager to join our growing partnerships team. You'll own a defined portfolio of app, channel and implementation partners end to end, working alongside our Ecosystem & Strategic Partnerships Lead to make the ecosystem a repeatable, predictable revenue driver. This is a hands-on commercial role for someone who already knows how to run partner relationships and wants to grow their scope as the team scales. What You'll Be Doing • Own the recruitment, onboarding, enablement and ongoing management of a portfolio of partners across different partner types — Apps & Integrations (GTM only), Sales and Services. • Drive partner-sourced pipeline and closed ARR , generating and qualifying opportunities with partners, then partnering closely with Sales to ensure qualified opportunities are prioritised and progressed through to close. • Drive demand generation with partners , activating co-marketing and co-selling initiatives to generate new partner-sourced leads and pipeline, in collaboration with Sales and Marketing. • Drive partner growth and engagement through the partner programme, ensuring partners progress successfully through each stage of the partner lifecycle. • Develop joint growth plans with priority partners , identifying opportunities to increase customer acquisition, revenue, adoption and overall partner contribution. • Run regular QBRs with priority partners , reviewing performance, progress against goals, opportunities and challenges, and agreeing on clear next steps. • Track partner performance and identify growth opportunities , using relevant commercial, engagement and adoption metrics to proactively address gaps and drive partner success. • Be the primary point of contact for your partner portfolio, handling day-to-day commercial conversations and looping in the Ecosystem & Strategic Partnerships Lead on larger negotiations or strategic decisions. • Coordinate cross-functional support for partners , bringing in the right teams across Sales, Marketing, App Success, Product and other functions when needed to move partner opportunities forward. What Success Looks Like • Your partner portfolio is activated, engaged and contributing measurable pipeline. • Partners are progressing successfully through the partner programme , with clear growth plans and increasing levels of engagement and contribution. • Partner-sourced leads and pipeline are consistently generated and converted , with strong collaboration between partners, Sales and Marketing. • Partner-sourced closed ARR targets are being achieved , with qualified opportunities actively prioritised and progressed in collaboration with Sales. • Priority partners have clear joint growth plans and regular QBRs , with agreed actions and measurable progress against goals. • You've built enough ownership and track record to take on a larger or more strategic slice of the ecosystem over time. What You'll Bring to the Team • Proven experience in SaaS partn