Senior Manager - Strategic Alliance & Channel Partnerships

Aircall is a place where voices are valued.

Backed by over $220 million of investment since 2015, we create technology that fuels accessible, transparent and collaborative communication to empower our base of 20,000+ customers (and growing) to make authentic, human connections.

Conversation is a cornerstone of our culture. Wherever our people find themselves in the Aircall world – Paris, New York, San Francisco, Sydney, Madrid, London, Berlin, or at home – everyone has a voice that is valued.

Whatever your background, wherever you’re from – we want you to join the conversation. Let’s talk.

About the Partnership function and team

Aircall success is closely connected to its ecosystem of partners. Integration with our partners tools is creating tremendous value for our joint customers and partners are the primary source of the deals we close.

The partnerships team is therefore at the heart of Aircall’s Go-to-market strategy. It’s a team of close to 40 individuals, working in each area to engage partners into fruitful and lasting relationships.

The Partnerships function is at the crossroads of Strategy, Tech, Marketing and Sales :- We create long-term partnerships, building joint strategies with partners- We make sure we maintain the best phone integration with our partners’ product, acting as the business owners of these integrations for our Product team- We work closely with marketing and sales in each area, to create successful go-to-market motions and maximize New Sales sourced or influenced by our partners

Your main missions :

• Oversees the building, the deployment and the run of the new Partner Program and Partner Portal
• Oversees progress and execution of partnerships strategic projects, including new GTM strategies with resellers or marketplaces
• Drives and monitor the transformation of our operating model with our top partners, in close collaboration with the Sales and Marketing functions
• Owns the Partnerships Operations roadmap and be the business owner of the projects run by the Revenue Operations and Business System teams to build a new backbone for Partnerships Operations.

Your activities :

• Work directly with the VP of partnerships and the partnerships directors and managers to steer the most important projects of the Partnerships function (Partner Program, Strategic Alliances, Target Operating Model, …)
• Work directly with senior stakeholders from our partners, including the most strategic ones (Salesforce, Hubspot; Zendesk, AWS, ...) to push our joint projects (joint Strat Plans, go-to-market initiatives (co-sales, co-prospection, co-marketing, …), quarterly business reviews, …)
• Collaborate closely with Aircall Sales and Marketing Directors to engage them in joint go-to-market strategies, fostering collaboration with the partnership team to maximize business outcomes for Aircall
• Define and drive the Partnerships Operations roadmap: business steering (QBRs, performance dashboard, …), new processes & tools (lead referral process, new partner portal, payment of commissions to partners, …), operating model with other Aircall teams, etc.

Your profile and competencies :

• At least 3 years of experience in consulting
• A previous experience in software/ Saas partnerships is a plus, as well as previous experience within the Hubspot and/or Salesforce ecosystems
• Problem solving skills
• Analytical and strategic mindset
• Strong leadership skills and project management experience, especially in transversal set-ups (involving multiple stakeholders for various functions)
• Strong networking ability
• Experienced in cross-functional, international collaboration and sales processes
• Tech-affine and agile mindset, data-driven decision maker
• Business development background and a hunter mindset are beneficial
• Previous touch points to the Hubspot and/or Salesforce ecosystems are a plus
• Excellent verbal and written communication skills
• Fluent in English