Description
As the Head of Partnerships, you will guide delivery partner strategy, lead a partnership team, oversee the global partner ecosystem, and collaborate with cross-functional teams to drive partner success.
Key responsibilities include:
- Building and scaling a global ecosystem of consulting partners and System Integrators (SIs) with the right strategic, technical and service capabilities to drive customer projects in the Enterprise
- Developing and nurturing strategic alliances with key ISV’s and Hyperscalers
- Defining and communicating the long-term vision and strategy for the partner & alliance organisation
- Developing systematic, AI-centric processes to develop an end-to-end partner programme with a focus on partner identification, partner qualification, enablement/training, certification, partner success, client success and partner capability expansion
- Developing regional partner plans, with a list of target consulting partners and tech alliances based upon customer and Airtable needs, capabilities and Airtable capacity
- Collaborating with Marketing to promote customer engagements and consulting/alliance partners
- Partnering closely with Sales, Customer Success and Services on customer opportunities aligning the right partner for specific engagements
- Building and overseeing partner consultant delivery oversight, subcontracting, and collaborating with the Services team on engagement models
- Maintaining quality assurance oversight to ensure ongoing partner technical build success
- Developing and refining partner tiering structures, certification programmes, and co-selling initiatives to ensure high quality
- Leading a team of regional partner managers to ensure consistent execution of partner strategies globally
- Informing partner onboarding and enablement initiatives, in coordination with the Services enablement team, to include training, certifications, and QA
Requirements include:
- 5-10+ years leadership experience in partnerships or professional services, with an emphasis on managing services / solutions / alliance partnerships across B2B SaaS and/or AI-native platforms
- Experience managing a global partner ecosystem for companies with at least $100M ARR
- Ability to think strategically while executing operationally in a fast-paced environment
- Can navigate highly strategic and complex partnerships and drive co-selling with our internal teams with a track record of cross functional coordination and alignment
- Ability to prioritise based on both quantitative and qualitative analysis
- Ability to build and drive partner plans on an ongoing cadence to achieve business goals
- Experience fostering and implementing strategic SI partnerships within Big-5 consulting
- Systems thinker who leverages AI to develop end-to-end processes that focus on achieving optimal outcomes, versus simply adding human headcount
Airtable is an equal opportunity employer. We embrace diversity and strive to create a workplace where everyone has an equal opportunity to thrive. We welcome people of different backgrounds, experiences, abilities, and perspectives. All qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status or any characteristic protected by applicable federal and state laws, regulations and ordinances.