Technology Partnerships Manager - Americas

About the role

In this position, you will play a pivotal role in establishing and nurturing relationships with key technology firms. Your efforts will be crucial in formulating joint go-to-market strategies and unlocking new business avenues through these partnerships. By enhancing Airship's presence in the MarTech sector, your contributions will be vital to the company's growth and success.

Key facts

What you'll do

• Design and execute collaborative sales strategies with key technology partners, pinpointing shared customer targets and promoting synergy between partner sales teams and Airship's account executives.
• Create new sales opportunities and expedite ongoing deals by actively engaging with partner networks, offering deal support, and showcasing the benefits of integrated solutions.
• Act as the primary liaison, ensuring alignment between partner initiatives and Airship's overarching go-to-market strategies by collaborating closely with Sales, Customer Success, Solutions Engineering, Marketing, and Product teams.
• Represent Airship at industry events and conferences to forge connections and uncover potential business prospects.
• Monitor and report on revenue and pipeline contributions from partners, utilizing market intelligence tools to assess impact and inform future strategies.
• Oversee daily interactions with strategic technology partners, including joint business planning, regular updates, and performance assessments.
• Educate partner teams on Airship's products and use cases, while ensuring that Airship's internal teams are well-versed in the available technology partnerships.
• Identify and onboard new technology partners that provide mutual benefits, align with Airship's product roadmap, and strategically fit within the ecosystem.
• Collaborate with marketing teams to produce joint content, campaigns, and co-branded events that enhance partner visibility and engagement.
• Facilitate communication between Airship and partner product teams to refine integrations and develop joint solutions that address market needs.

Requirements

• A minimum of 7 to 10 years of experience in technology partnerships, business development, or channel sales, specifically within the SaaS or MarTech sectors.
• Demonstrated success in generating partner-sourced pipeline or revenue in a role focused on achieving targets.
• Established network of relationships with technology vendors and platforms pertinent to the MarTech ecosystem, including Customer Data Platforms (CDPs), Marketing Clouds, cloud service providers, and engagement/personalization Independent Software Vendors (ISVs).
• Strong business acumen with the capability to connect partnership activities to measurable pipeline and revenue results.
• Proficiency in explaining integration concepts, API workflows, and data exchange processes without needing a technical background.
• Experience working collaboratively with Sales, Product, and Marketing teams in a SaaS environment.
• Exceptional communication and presentation skills, with the ability to influence stakeholders at various levels, both internally and externally.
• Familiarity with AI tools in a professional or personal context, or a strong eagerness to learn about them.

Nice to have

• Comprehensive knowledge of customer engagement, mobile marketing, or digital marketing solutions.
• Previous experience in a fast-growing SaaS company with revenues ranging from $50 million to $300 million.
• Understanding of partner intelligence platforms and CRM systems like Crossbeam and Salesforce.

Skills & tools

• Proficiency in Crossbeam
• Experience with Salesforce

Practical notes

• Base salary range: $70,000 - $105,000 USD annually.
• On-target earnings (OTE) range: $100,000 - $150,000 USD per year, including base salary and variable incentive compensation.
• All compensation packages include stock options.
• This position may require up to 25% travel for partner meetings, industry events, and field engagements.
• Benefits include medical, dental, and vision insurance, flexible time off, paid holidays, parental leave, volunteer time off, mental health resources, life and disability insurance, a remote work stipend, and opportunities for professional development.
• Airship employs AI tools to assist in its recruitment process. All AI-generated recommendations are subject to review by the People Operations team. Candidates can request a human review of AI-assisted employment decisions or opt out of AI evaluation by contacting privacy@airship.com.
• Airship will only communicate with candidates using email addresses that end in "@airship.com".