Principal Growth Partnerships & Reseller Manager
About The Position
As Principal Growth Partnerships & Reseller Manager you will own the strategy and execution for Aircallâs Growth partnerships and reseller programs. Your mandate is to build a repeatable growth engine from the Growth Ecosystem, and drive meaningful ARR contribution from integration partnerships across CRM, helpdesk, ATS, eCommerce, and emerging verticals. This role sits within the Tech Alliance Partnership organisation at the intersection of Product and GTM, operating as a global overlay function. You will prioritize integration investments, lead outbound partner acquisition leveraging Aircallâs AI voice agent and MCP capabilities, and explore new reseller partnerships
Requirements
- 10+ years of experience in technology partnerships, business development, or ecosystem management within a B2B SaaS environment
- Proven track record of building and scaling partner programs that drive measurable revenue impact
- Deep understanding of the SaaS ecosystem landscape across vertical and horizontal Saas
- Strong strategic thinking with the ability to make hard trade-offs and prioritize under resource constraints
- Experience with AI product positioning and/or consumption-based commercial models
- Excellent BD instincts with demonstrated ability to research, target, and close new partnership opportunities
- Strong partner empathy â ability to frame value from the partnerâs perspective, not just Aircallâs
- Cross-functional collaboration skills, comfortable working with Product, Engineering, Sales, and Marketing teams
- Data-driven mindset with experience using partnership metrics (attached revenue, pipeline contribution, attachment rates) to inform strategy
- Strong executive presence and crisp storytelling for internal and external stakeholder engagement
- Experience working across multiple regions and functions in a global organization
Nice To Haves
- Familiarity with telephony, CCaaS, or AI-powered communication platforms
- Experience managing reseller or channel partner programs
- Understanding of API-based integration models and Model Context Protocol (MCP) concepts
- Experience in a company transitioning from a traditional product model to an AI-first platform strategy
- Knowledge of competitive dynamics across voice/communications
Responsibilities
- Maintain and evolve a prioritization framework for integration investment decisions, balancing TAM potential, AI acceleration fit, integration maturity, and resource constraints
- Drive pipeline and MRR growth through targeted partner launch activations
- Lead outbound business development to acquire new integration partners, leveraging Aircallâs AI voice agent and Model Context Protocol (MCP) capabilities to target high-volume, consumption-based opportunities
- Closely work with Collaborate with internal product teams to develop and manage reseller partnership models with key ecosystem partners
- Coordinate cross-functionally with Product, Engineering, Sales, and Marketing to align partnership initiatives with Aircallâs AI-first product roadmap
- Track and report on partnership-attached revenue, YoY growth, and pipeline contribution to senior leadership
Benefits
- Key moment to join Aircall in terms of growth and opportunities
- Our people matter, work-life balance is important at Aircall
- Fast-learning environment, entrepreneurial and strong team spirit
- 45+ Nationalities: cosmopolite & multi-cultural mindset
- Competitive salary package & equity
- Medical, dental, and vision insurance is 100% covered
- 401k plan with company matching!
- Unlimited PTO â take the time you need to come to work feeling great!
- Wellness, commuter, and childcare reimbursements
- Generous parental leave policy
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
