Director of Partnerships

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. 

• 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

• 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

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. 

VEVRAA-Federal Contractor

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