Head of Partnerships
WFA Digital Insight
As the demand for digital transformation accelerates, companies like Airtable are seeking seasoned partnership leaders to forge strategic alliances and drive growth. With the global partner ecosystem expected to reach
Job Description
About the Role
The Head of Partnerships at Airtable will play a pivotal role in driving the company's growth by building and scaling a global ecosystem of consulting partners and System Integrators (SIs). This strategic leader will be responsible for guiding delivery partner strategy, overseeing the global partner ecosystem, and collaborating with cross-functional teams to drive partner success. The ideal candidate will have a deep understanding of the partnership landscape and the ability to navigate complex partnerships.The role entails leading a team of regional partner managers to ensure consistent execution of partner strategies globally. The Head of Partnerships will also be responsible for defining and communicating the long-term vision and strategy for the partner and alliance organization. This will involve developing systematic, AI-centric processes to develop an end-to-end partner program with a focus on partner identification, qualification, enablement, certification, and success.
Airtable's partner ecosystem is critical to the company's success, and the Head of Partnerships will be expected to drive growth and expansion through strategic partnerships. The company is committed to empowering its customers to achieve their full potential, and the Head of Partnerships will play a key role in making this vision a reality.
What You Will Do
- Build and scale 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
- Develop and nurture strategic alliances with key ISVs and Hyperscalers
- Define and communicate the long-term vision and strategy for the partner and alliance organization
- Develop systematic, AI-centric processes to develop an end-to-end partner program with a focus on partner identification, qualification, enablement, certification, and success
- Collaborate with Marketing to promote customer engagements and consulting/alliance partners
- Partner closely with Sales, Customer Success, and Services on customer opportunities, aligning the right partner for specific engagements
- Build and oversee partner consultant delivery oversight, subcontracting, and collaborate with the Services team on engagement models
- Maintain quality assurance oversight to ensure ongoing partner technical build success
- Develop and refine partner tiering structures, certification programs, and co-selling initiatives to ensure high quality
- Lead a team of regional partner managers to ensure consistent execution of partner strategies globally
What We Are Looking For
- 5-10+ years of 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 00M 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 internal teams
- Ability to prioritize 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
Nice to Have
- Experience working with no-code app platforms
- Knowledge of the digital transformation landscape and the role of partnerships in driving growth
- Familiarity with AI-centric processes and their application in partner ecosystems
- Experience working with cross-functional teams, including Sales, Marketing, and Customer Success
Benefits and Perks
- Competitive salary and benefits package
- Opportunity to work with a pioneering company in the no-code app platform space
- Collaborative and dynamic work environment
- Professional development opportunities, including training and certification programs
- Flexible working hours and remote work options
- Access to the latest technologies and tools
- Recognition and reward for outstanding performance
How to Stand Out
- Develop a deep understanding of the partnership landscape and the role of strategic alliances in driving growth
- Showcase your ability to think strategically and execute operationally in a fast-paced environment
- Highlight your experience in managing global partner ecosystems and developing systematic, AI-centric processes
- Be prepared to discuss your approach to building and driving partner plans, and your experience in fostering strategic SI partnerships
- Emphasize your ability to navigate complex partnerships and drive co-selling with internal teams
- Tailor your application materials to the specific requirements of the role, and be prepared to provide specific examples of your experience and skills
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