Alliance and Partnership Manager - EMEA

About the role

Airship is seeking an Alliance and Partnership Manager to cultivate and expand relationships with key agencies and technology providers across Europe, the Middle East, and Africa. This role is crucial for driving collaborative customer engagement initiatives and increasing Airship's footprint within the MarTech landscape.

Key facts

What you'll do

• Develop and implement strategies for joint go-to-market efforts with technology partners, including defining engagement playbooks and identifying shared target accounts.
• Foster collaboration between Airship sales representatives and partner sales teams to ensure Airship remains a prominent solution.
• Generate new sales opportunities through proactive partner engagement, joint solution positioning, and facilitating introductions.
• Accelerate ongoing deals by utilizing partner networks, providing deal support, market intelligence, and highlighting integration benefits.
• Serve as a central point of contact for partner activities, aligning them with Airship's overall go-to-market priorities by working with Sales, Customer Success, Solutions Engineering, Marketing, and Product teams.
• Represent Airship at industry events, partner conferences, and ecosystem forums to generate and advance business opportunities.
• Monitor and report on partner-contributed pipeline and revenue, using data and market insights to refine strategic focus.
• Manage day-to-day interactions with key technology partners, including joint business planning, regular meetings, and performance reviews.
• Train partner teams on Airship's value proposition and use cases, and develop shared resources to support partner-led referrals.
• Identify and onboard new technology partners by evaluating their potential value, customer overlap, technical compatibility, and strategic alignment with Airship's product roadmap.
• Collaborate with Airship and partner marketing teams to create joint content, co-branded campaigns, and event activities that enhance partner relationships.
• Facilitate communication between Airship and partner product teams to develop or improve integrations and joint solutions that meet market demands.

Requirements

• 7 to 10 years of experience in technology partnerships, business development, or channel sales within the SaaS or MarTech sectors.
• Proven ability to generate partner-sourced pipeline and/or influenced revenue in a role with performance targets.
• Established network of contacts within the MarTech ecosystem, including technology partners and platform vendors.
• Strong business understanding and the capacity to link partnership activities to measurable revenue outcomes.
• Ability to comprehend and explain integration use cases, API workflows, and data exchange processes to non-technical audiences.
• Experience collaborating with Sales, Product, and Marketing departments in a SaaS environment.
• Excellent communication and presentation abilities, with the skill to influence stakeholders at various levels, both internally and externally.
• Experience experimenting with AI tools in a personal or professional capacity, or a strong willingness to learn about them.

Nice to have

• In-depth knowledge of customer engagement, mobile marketing, or digital marketing solutions.
• Prior experience working at a rapidly growing SaaS company with revenues between $50 million and $300 million.
• Familiarity with partner intelligence and CRM systems such as Crossbeam and Salesforce.
• Experience managing partnerships across multiple European countries.
• Comfort working across different time zones, cultures, and regulatory frameworks.
• Understanding of EMEA data privacy regulations, such as GDPR, as they pertain to partner integrations and data sharing.

Skills & tools

• Crossbeam
• Salesforce

Practical notes

• This is a fully remote position.
• Up to 25% travel may be required for partner meetings, industry events, and field engagements.
• Compensation includes base salary, stock options, medical insurance, flexible time off, paid holidays, parental leave, volunteer time off, wellness programs, and a remote work stipend.
• Airship utilizes AI tools in its recruitment process as decision-support tools only. All AI-generated scores and recommendations are reviewed by the People Operations team before hiring decisions are made. Applicants may have the right to request human review or opt out of AI evaluation. For inquiries, contact privacy@airship.com.
• Airship will only contact candidates through email addresses ending in "@airship.com".

About the company

Airship is trusted by world’s leading brands such as Alaska Airlines, BBC and The Home Depot to drive revenue growth and customer loyalty with exceptional cross-channel customer experiences. Today, brands are challenged to deliver seamless, unified customer experiences across a fragmented array of channels and devices— apps, websites, email, SMS, wallets and more.