STRATEGIC PARTNERSHIPS LEAD

WHAT IS EDENRED?

Edenred is a leading digital platform for services and payments and the everyday companion for people at work, connecting more than 60 million users and more than 2 million partner merchants in 45 countries via 1 million corporate clients. Edenred offers specific-purpose payment solutions for food (such as meal benefits), engagement (such as gift cards and engagement platforms), mobility (such as multi-energy solutions, including EV charging, maintenance, toll and parking) and corporate payments (such as virtual cards). 

True to the Group's purpose, "Enrich connections. For good.", these solutions enhance users’ well-being and purchasing power. They improve companies’ attractiveness and efficiency, and vitalize the employment market and the local economy. They also foster access to healthier food, more environmentally friendly products and sustainable mobility.

Edenred’s 12,000 employees are committed to making the world of work a connected ecosystem that is safer, more efficient and more responsible every day. In 2024, thanks to its global technology assets, the Group managed close to €45 billion in business volume, primarily carried out via mobile applications, online platforms and cards.

Edenred is listed on the Euronext Paris stock exchange and included in the following indices: CAC 40, CAC 40 ESG, CAC Large 60, Euronext 100, Euronext Tech Leaders, FTSE4Good, DJSI Europe Index, DJSI World Index, and MSCI Europe.

YOUR ROLE

As the Strategic Partnerships lead, this role is at the forefront of identifying, developing, and managing strategic relationships that drive business growth. Reporting to a member of the India Management Team, this role requires a highly motivated and results-driven individual with extensive experience and a strong understanding of the B2B/fintech ecosystem, particularly in India. This is an entrepreneurial role with a heavy reliance on market relationships, ecosystem partners, and a foundational understanding of sales processes.

Key Deliverables

Function as the partnerships arm of the business, partnering with the Managing Director in strategizing the business roadmap by creating an indirect revenue channel. Engage with the market, evangelise the Edenred Engagement offerings, speak of the customer success stories and the ambition within India with the intention of creating mutually beneficial partnerships within and outside of the India fintech ecosystem.

1. Product Partnerships Development and ecosystem

• Identify, evaluate, and secure product partnerships that align with our business objectives across HRMS platforms, Fintech and payments ecosystems, adjacent B2B SaaS, engagement and benefits platforms.

• Engage deeply with relevant complementary companies from a product, integration, capability enhancement lens.

• Build and maintain strong relationships with key stakeholders, including financial institutions, technology providers, and HR tech platforms.

• Negotiate and finalize partnership agreements to maximize mutual value.

2. Alliance Strategy

• Define the India‑specific partnerships strategy for the Engagement product, aligned with: Market maturity, Product readiness, Internal sales capacity.

• Identify where partnerships actually win (and where they don’t)—by segment, deal size, and use‑case.

• Track ecosystem trends, competitive partner moves, and evolving GTM motions across fintech and HR tech.

• Work closely with the Managing Director and EQ leadership to: Socialise learnings, Course‑correct quickly, Secure buy‑in for scaling winning models.

3. Team Leadership

• Provide mentorship and guidance to product, sales, and partnerships teams, fostering a culture of collaboration and high performance.

• Lead cross-functional initiatives to align sales and partnership efforts with product and marketing teams.

• Demonstrate influence without authority with the alliance partners, creating mutual wins and business scale.

4. Performance Monitoring & Reporting

• Act as the single-threaded owner for partnerships across Sales, Product, Marketing, and Technology.

• Enable sales teams with: Clear partner narratives, Use‑case driven positioning, Practical talk tracks, Design partner onboarding and enablement journeys that are simple, repeatable, and sales‑friendly.

• Lead through influence with: Internal stakeholders, External alliance partners.

• Create shared success metrics and operating rhythms with partners by tracking KPIs that measure it.

• Drive joint go-to-market initiatives with partners to maximize mutual benefits.

• Provide updates and insights to the Managing Director and APAC/rQ leadership.

• Collaborate with cross-functional teams (Product, Technology, Marketing, Sales) to ensure seamless integration and implementation of partnerships.

First 12 months: Impact Objectives

• Product Partner(s) development and management – Identify, onboard and nurture partners that could potentially provide 10X scale to the existing and future businesses.

• Partner enablement and sales training - Deliver training programs that enhance partner capabilities, provide existing sales narratives that strengthen client conversations.

• Channel Program Management – Define and implement channel strategies that align with growth objectives. Action incentive programs to motivate partners for revenue scale.

• Collaboration and Alignment – Focus on internal coordination, joint marketing campaigns and feedback loops. Act as a bridge between partners, sales team and Edenred.

• Channel Sales performance and tools management – Partner with head of technology, head of marketing, external channel partners in quota setting, performance deliverables and data analytics

YOUR PROFILE

• 12+ years of experience in partnerships, sales, or business development, with a proven track record in the tech, fintech or rewards space.

• Strong network within the fintech and/or HR tech ecosystem in India.

• Exceptional negotiation and deal-closing skills. Expertise in sales process design, CRM tools.

• Outstanding leadership, communication, and interpersonal skills.

• Analytical mindset with the ability to leverage data for decision-making.

• Proven ability to thrive in a fast-paced, dynamic environment.

Languages required: Fluent English.

Location: Thane, Mumbai.

Specific working conditions: Full-time role working from office on weekdays, will require travel to client locations and visits across our four India offices.

OUR COMMITMENT

Edenred is all about meritocracy. You come as you are, and you contribute. Indeed, the Edenred Group recognizes, recruits and develops all talents and singularities.

We are committed to preventing all forms of discrimination and to providing all our candidates with equal opportunities regardless of their gender and gender expression, disability, origin, religious belief and sexual orientation or any other criteria.

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