Services partners are a critical part of the Airtable customer journey, as they help clients drive business transformation with Airtable through discovery, solution design, implementation, change management, project management, integrations, training and ongoing support. They are critical to unlocking the full potential of the Airtable platform for existing and potential customers.
As the Services Partner Manager, you will be working with the Head of Partnerships and cross-functional teams to drive partner success.
You will focus on partner initiatives including new partner screening reviews, strategic recruitment based on market needs, onboarding, enablement (both internal and external), partner program compliance (for example, around revenue attainment, CSATs, capacity and capabilities), You will also guide services engagement matching to partners, assist in driving the services selling motions, partner strategy planning, partner relationship management, partner marketing alignment and services delivery management and oversight.
You’ll also manage a small number of Gold Tier Airtable Services partners based on customer needs, the partner’s capabilities, capacity, commitment and expertise across key vertical and functional areas to ensure they drive transformation outcomes in a customer centric way.
As we grow you will be a critical part of building out our partner strategy with cross functional stakeholder and leadership support.
What you'll do
- Cross Functional Teamwork: Work closely with the Head of Partnerships, Services, Sales, Solution Consultants, Customer Success, Marketing, Operations, Deals Desk, Product and Support to execute the partner strategy to drive customer success with an impact on revenue, attach rate, net retention and adoption.
- Partner screening and onboarding: Identify and qualify potential new services partners and SIs that align with the company's strategic goals, target markets and customer needs leveraging Airtable’s partner intake framework. You will also facilitate the onboarding process for partners including workflows that span operations (e.g. Partner Portal, partner profile information), legal (e.g. Partner Agreements), understanding and acceptance of our partner programs, enablement (e.g. certification requirements, services methodology training), partner management (e.g. setting up partner cadence meetings, comms channels) and more.
- Partner Management: Establish a frequent cadence assigned with Airtable Gold Tier partners to drive a partner plan around the pillars of onboarding, enablement, marketing, sales, services engagement management, partner program compliance and stakeholder alignment.
- Partner Enablement: Drive enablement with partners externally through our training and accreditation process in collaboration with our services and education teams and you’ll work closely with our partner enablement manager to build a scalable partner enablement program. The enablement will focus on best practices around services delivery methodologies and on the services sales motions.
- Internal Enablement: You’ll build out a training program in tandem with our partner enablement manager to enable the internal customer engagement pods at Airtable on how to work effectively with partners.
- Partner Program Compliance: You’ll work closely with the gold partners in your region(s) to ensure they meet the requirements for that tier related to services revenue, CSAT, capacity, capabilities, certifications and operations.
- Engagement Matching: You’ll develop a deep understanding of our partner capabilities and areas of specialization (with the help of Airtable AI) to be able to route customer engagement opportunities effectively
- Partner Services Sales Motion: Work closely with the sales, solutions consultants, customer success managers and services engagement managers to drive the partner service sales motion
- Partner Strategy: You’ll be an integral part of informing and building the overall partner strategy with the team
- Partner Operations: You’ll utilize operational platforms such as Salesforce, Airtable Partner Portal and Kantata to help ensure partner workflows are done in a timely manner and in accordance with our goals. You’ll also be responsible for helping on the overall partner operations strategy to ensure we can scale the business.
- Executive alignment: Ensure executive and management alignment between the partner and Airtable leadership teams as needed
Who you are
- 5-8+ years partnerships experience, with an emphasis on managing services / solutions partnerships across B2B SaaS platforms (experience working with enterprise centric partners with practice areas in app development, digital transformation and integration services is a plus)
- Proven experience working enterprise partnerships with consulting and services companies and in managing partner services engagement lifecycles effectively
- Ability to leverage critical thinking, first principles thinking and frameworks to scale successful partnerships
- Ability to prioritize based on both quantitative and qualitative analysis
- Ability to train cross functional teams internally on the value of partners for services engagements and how to work with partners effectively
- Ability to build and drive partner plans on an ongoing cadence to achieve business goals
- Can develop, coordinate and/or deliver training on services sales execution, services delivery methodologies and operational excellence to help ensure partners adopt best-in-class service frameworks.
- 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
- “Conversationally technical” - you’re comfortable talking app building, integrations and APIs
- A builder who enjoys creating a vibrant partner ecosystem and seeing it make a tangible impact on our customers, partners and Airtable employees
Airtable is an equal opportunity employer. We embrace diversity and strive to create a workplace where everyone has an equal opportunity to thrive. We welcome people of different backgrounds, experiences, abilities, and perspectives. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status or any characteristic protected by applicable federal and state laws, regulations and ordinances. Learn more about your EEO rights as an applicant.
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If you have a medical condition, disability, or religious belief/practice which inhibits your ability to participate in any part of the application or interview process, please complete our Accommodations Request Formand let us know how we may assist you. Airtable is committed to participating in the interactive process and providing reasonable accommodations to qualified applicants.
