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 an integrator / engineering firm / public procurement ecosystem - video surveillance, security, smart city, access control, connected lighting, or adjacent
Knowing key players - relationships you've genuinely built, not just names in a CRM
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
Track record of building and managing a team
Professional proficiency in English
Nice to have
Public sector / local government experience
Having already built a partnerships function inside a scale-up
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
🍜 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
⚙️ Hiring process
Screening call with our Talent Acquisition Manager 30’
Hiring Manager interview with our VP Sales 45’
On-site business case with our VP Sales & another team member 1h30
Final fit interview with our CEO 30’