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 Head 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.
What you'll do
- 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