About Dust

This Role

France's solution partner ecosystem is an important lever for Dust's growth. As Partner Account Manager, Solution Partners (France), you'll own activation and follow-through for assigned new and existing Tier 1 solution partners that are not yet strategic. You'll turn those relationships into qualified opportunities and repeatable commercial motions, working closely with Dust's Sales, Solutions Engineering, Customer Success, and Partnerships teams.

This is a hands-on, commercially accountable role. You'll help assigned partners identify the right customer problems, shape clear joint propositions, and move opportunities forward. You'll enable partner teams to explain Dust and support customers effectively, drawing on Dust's technical and delivery teams where needed. Your focus is activation and follow-through for your assigned French solution partner portfolio, in coordination with colleagues who own strategic partner relationships and broader ecosystem programs.

Key Responsibilities

Grow and activate the partner portfolio

• Own activation and follow-through for assigned new and existing Tier 1 solution partners in France that are not yet strategic, including digital transformation and AI consultancies, systems integrators, and implementation partners

• Agree on focused joint plans with each priority partner, including target accounts, customer problems, sellable offers, measurable outcomes, owners, and next steps

• Identify promising new solution partner relationships and qualify them on customer access, strategic fit, delivery capability, and willingness to invest in a joint motion

• Help partners turn their existing expertise and customer relationships into a clear path to working with Dust

Generate and progress partner-led opportunities

• Work with partners and Dust Account Executives to identify, qualify, and advance partner-sourced and partner-influenced opportunities

• Map stakeholders and account entry points, clarify the partner's role, and coordinate next steps across the customer, partner, and Dust teams

• Support deal strategy, value articulation, and partner participation in sales cycles, escalating product, commercial, or delivery questions to the right teams

• Maintain a reliable view of partner pipeline, deal progress, risks, and expected contribution in Dust's CRM and reporting processes

Enable partners to sell and support Dust

• Run practical partner onboarding and enablement so partner teams can explain Dust, identify relevant use cases, and participate confidently in customer conversations

• Coordinate product, sales, and deployment guidance with Solutions Engineering, Customer Success, and Partner Delivery; help partners become increasingly self-sufficient without taking on delivery ownership

• Share relevant customer stories, use cases, and sales materials, and identify gaps in the enablement partners need to move opportunities forward

• Help partners understand how Dust connects to customer systems and supports teams using multiple AI models and agents

Build a repeatable solution partner motion

• Establish a consistent operating rhythm with partners, including pipeline reviews, business reviews, action tracking, and timely escalation of blockers

• Monitor partner activation, qualified pipeline, opportunity progression, closed revenue, and partner readiness; use the evidence to focus time and investment

• Identify patterns in successful partner-led deals and feed practical recommendations into the broader Partnerships and GTM teams

• Surface customer and partner feedback from the French market to inform positioning, offers, enablement, and go-to-market priorities

Requirements

• 5+ years of experience in partnerships, channel sales, business development, or commercial account management in B2B SaaS or a related technology business

• A track record of creating measurable commercial outcomes through partners, such as qualified pipeline, co-sell opportunities, partner activation, or revenue

• Strong understanding of the French B2B partner ecosystem, including consultancies, systems integrators, and implementation partners, with the ability to qualify them on customer access and fit

• Fluent French and professional English, with the ability to lead partner and customer conversations in both languages

• Commercial judgment and operating discipline: you can prioritize a partner portfolio, build actionable joint plans, manage a pipeline, and maintain clear follow-through

• Confidence coordinating multi-party sales opportunities and aligning external partners with internal sales and technical teams

• Strong communication and enablement skills: you can make a technical product understandable and help others present its value credibly

• A self-starter who is comfortable with ambiguity, takes ownership, raises risks early, and builds practical processes as the motion develops

• Curiosity about AI and a willingness to use agents and AI tools to improve how you work

Nice to Have

• Experience working with digital transformation agencies, AI consultancies, regional systems integrators, or implementation partners

• Experience activating solution partners and progressing partner-sourced or partner-influenced opportunities in France

• Familiarity with AI agents, enterprise software, SaaS integrations, or technology-enabled consulting and delivery

• Existing relationships with relevant French solution partner firms

What Makes This Role Unique

• Direct commercial impact: Your work will contribute to qualified pipeline, partner-led opportunities, and revenue in France

• A focused growth mandate: Activate assigned new and existing French Tier 1 solution partners that are not yet strategic, with clear prioritization and commercial accountability

• Cross-functional ownership: Connect partners with the right Dust commercial, technical, and delivery teams to make joint opportunities actionable

• Room to build: Help shape a repeatable way for partners to introduce, sell, and support Dust as the ecosystem grows

• A fast-moving category: Work with a product and market that are evolving quickly, alongside a team that values customer outcomes, accountability, and practical execution

Location

Why Dust

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• Our product constitution, a story about our mission