As Primo enters its next phase of growth, indirect channels and partnerships will become a core go-to-market lever. We are now looking for our first Channel & Partnerships Manager to build this motion from scratch and unlock new international revenue streams, along side with the head of Partnerships.

The Mission

As Channel & Partnerships Manager, you will be responsible for defining the vision, strategy, and execution of Primo’s indirect go-to-market.

This is a highly strategic and hands-on role. You will explore, crack, and scale one channel after another, starting with MSPs, while simultaneously discovering new partnership plays with strong international potential.

You will work cross-functionally with Sales, Product, Marketing, and Leadership, and play a key role in shaping what will become a new Business Unit and a major growth engine for Primo.

Your Impact & Responsibilities

You will be responsible for building and scaling Primo’s channel strategy by:

• Defining and owning Primo’s indirect channel vision and roadmap

• Cracking and scaling the MSP (Managed Service Providers) channel:

  • Identifying and signing the first strategic MSP partners.

  • Designing pricing, incentives, and the partner program.

  • Building the sales and enablement playbook.

  • Animating and supporting the MSP partner ecosystem.

  • Structuring feedback loops with Product teams.

  • Scaling the approach once initial traction is proven.

• Exploring and validating additional partnership plays, including:

  • Distributors

  • Online marketplaces

  • Cybersecurity companies

  • HR systems and adjacent platforms

• Connecting with the broader ecosystem to identify new revenue opportunities (revenue sharing, distribution, referral models, co-selling, etc.).

• Building structured go-to-market plans for each channel tested.

• Working closely with internal teams to ensure alignment between partnerships, product strategy, and sales execution.

• Representing Primo externally with strong executive presence and partnership leadership.

• Supporting international expansion from day one, with a strong global mindset.

• Have 5+ years of experience in alliance management, channel partnerships, or strategic partnerships.

• Have a proven track record of building and managing strategic alliances, particularly with technology vendors or MSPs.

• Have a strong understanding of B2B SaaS business models, ideally in IT, technology, or cybersecurity environments.

• Are comfortable building things from scratch and operating with high autonomy.

• Have excellent stakeholder management skills and strong executive presence.

• Are fluent in English and French (written and spoken).

• Are able to work cross-functionally with Sales, Marketing, Product, and Customer Success.

• Are comfortable with international exposure and willing to travel when needed.

• Are ambitious, curious, and motivated by building a long-term growth lever rather than running a pre-defined playbook.

Simple and designed to allow us to get to know each other and work together.

• Role fit with Gaetan, Chief of Staff (30’)

• Skills fit with Maxime, Head of Partnerships (1h)

• Lunch with the GTM team + a culture fit with Martin, our CEO (1h)

• Wrap up with Maxime (30’)

Our process usually takes about 2-3 weeks