Strategic Partnerships & Alliances Director
Job Description:
• Architect and scale the Agency Ecosystem. Design a world-class program, acting as the primary driver for both strategy and hands-on execution. You will personally own the full partner lifecycle — from initial pitch to deal close — to build a bilateral revenue engine through jointly profitable GTM frameworks.
• Build Partner Enablement Programs. Collaborate with Marketing, Product, and Services to develop partner training, certification pathways, and sales playbooks that empower partners to independently position, sell, and deliver Airship solutions.
• Identify and Develop New Partnerships. Scout, evaluate, and onboard new strategic alliances and agency relationships. Assess partner potential based on market coverage, technical capability, and strategic fit.
• Drive Sourced and Co-Sell Revenue. Architect opportunity generation and co-selling motions to strengthen pipeline and accelerate deal velocity, support joint account planning, and grow partner-sourced and influenced revenue. Serve as the bridge between partner teams and Airship's direct sales organization.
• Lead and Mentor the Team. Manage and develop a team of one Technology Partner Manager. Foster a culture of accountability, collaboration, and results. Lead by example as a hands-on contributor.
• Own Strategic Partner Relationships. Cultivate senior and executive relationships with both our most important solution and technology and solution partners. Develop and manage joint business plans with clear co-sell targets, shared KPIs, and regular QBRs.
• Measure and Optimize Performance. Establish clear metrics for partner-sourced pipeline, co-sell revenue, partner engagement, and enablement maturity. Report regularly to leadership with data-driven insights and recommended adjustments.
• Collaborate Cross-Functionally. Work closely with Sales, Customer Success, Services, Marketing, and Product to align partnership initiatives with company objectives. Serve as the internal voice of the Americas partner ecosystem.
• Represent Airship Externally. Attend and represent Airship at industry events, partner conferences, and executive briefings. Strengthen Airship's brand and partner program visibility across the Americas, jointly with the VP of Global Partnerships.
Requirements:
• 15+ years of experience in partnerships, alliances, business development, or channel sales within the SaaS or MarTech industry
• Proven track record of building and scaling partner programs that drive measurable revenue impact
• Strong executive presence with the ability to communicate and influence at the VP and C-level, both internally and with partners
• Existing network of partner relationships across agencies or system integrators in the Americas
• Deep understanding of customer engagement, mobile marketing, or digital marketing solutions
• Analytical mindset with the ability to use data to set strategy, track performance, and tell a compelling story
• Willingness to travel approximately 25-30% for partner meetings and industry events.
Benefits:
• Competitive medical, dental, and vision insurance options for you and your dependents
• Flexible time off, company paid holidays, paid parental leave, and paid volunteer time off
• Support for your overall wellbeing with mental health and wellness resources
• Employer-subsidized life insurance as well as short-term and long-term disability
• A digital-first work environment and a monthly stipend to support remote work
• Mentorship and growth opportunities to build skills and accelerate professional development
• And more!
• Architect and scale the Agency Ecosystem. Design a world-class program, acting as the primary driver for both strategy and hands-on execution. You will personally own the full partner lifecycle — from initial pitch to deal close — to build a bilateral revenue engine through jointly profitable GTM frameworks.
• Build Partner Enablement Programs. Collaborate with Marketing, Product, and Services to develop partner training, certification pathways, and sales playbooks that empower partners to independently position, sell, and deliver Airship solutions.
• Identify and Develop New Partnerships. Scout, evaluate, and onboard new strategic alliances and agency relationships. Assess partner potential based on market coverage, technical capability, and strategic fit.
• Drive Sourced and Co-Sell Revenue. Architect opportunity generation and co-selling motions to strengthen pipeline and accelerate deal velocity, support joint account planning, and grow partner-sourced and influenced revenue. Serve as the bridge between partner teams and Airship's direct sales organization.
• Lead and Mentor the Team. Manage and develop a team of one Technology Partner Manager. Foster a culture of accountability, collaboration, and results. Lead by example as a hands-on contributor.
• Own Strategic Partner Relationships. Cultivate senior and executive relationships with both our most important solution and technology and solution partners. Develop and manage joint business plans with clear co-sell targets, shared KPIs, and regular QBRs.
• Measure and Optimize Performance. Establish clear metrics for partner-sourced pipeline, co-sell revenue, partner engagement, and enablement maturity. Report regularly to leadership with data-driven insights and recommended adjustments.
• Collaborate Cross-Functionally. Work closely with Sales, Customer Success, Services, Marketing, and Product to align partnership initiatives with company objectives. Serve as the internal voice of the Americas partner ecosystem.
• Represent Airship Externally. Attend and represent Airship at industry events, partner conferences, and executive briefings. Strengthen Airship's brand and partner program visibility across the Americas, jointly with the VP of Global Partnerships.
Requirements:
• 15+ years of experience in partnerships, alliances, business development, or channel sales within the SaaS or MarTech industry
• Proven track record of building and scaling partner programs that drive measurable revenue impact
• Strong executive presence with the ability to communicate and influence at the VP and C-level, both internally and with partners
• Existing network of partner relationships across agencies or system integrators in the Americas
• Deep understanding of customer engagement, mobile marketing, or digital marketing solutions
• Analytical mindset with the ability to use data to set strategy, track performance, and tell a compelling story
• Willingness to travel approximately 25-30% for partner meetings and industry events.
Benefits:
• Competitive medical, dental, and vision insurance options for you and your dependents
• Flexible time off, company paid holidays, paid parental leave, and paid volunteer time off
• Support for your overall wellbeing with mental health and wellness resources
• Employer-subsidized life insurance as well as short-term and long-term disability
• A digital-first work environment and a monthly stipend to support remote work
• Mentorship and growth opportunities to build skills and accelerate professional development
• And more!