Director, Partnerships

Airtable

6d•Remote

About The Position

Airtable is the no-code app platform that empowers people closest to the work to accelerate their most critical business processes. More than 500,000 organizations, including 80% of the Fortune 100, rely on Airtable to transform how work gets done. Services and alliance partners are a critical part of the Airtable customer journey, helping clients drive business transformation with Airtable through discovery, solution design, implementation, change management, project management, integrations, training and ongoing support. They are instrumental in unlocking the full potential of the Airtable platform for existing and potential customers. As the Director of Partnerships, you will be guiding delivery partner strategy, leading a partnership team, overseeing the global partner ecosystem, and collaborating with cross-functional teams to drive partner success.

Requirements

5-10+ years 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 $100M 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 our internal teams with a track record of cross functional coordination and alignment
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, versus simply adding human headcount

Responsibilities

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 ISV’s and Hyperscalers
Define and communicate the long-term vision and strategy for the partner & alliance organization
Develop systematic, AI-centric processes to develop an end-to-end partner program with a focus on partner identification, partner qualification, enablement/training, certification, partner success, client success and partner capability expansion (i.e. partners that enable customers to become agentic enterprises)
Develop regional partner plans, with a list of target consulting partners and tech alliances based upon customer and Airtable needs, capabilities and Airtable capacity
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
Inform partner onboarding and enablement initiatives, in coordination with the Services enablement team, to include training, certifications, and QA