Aviation Channel Sales Manager

Summary

Join AeroCloud as an Aviation Channel Sales Manager and execute and evolve all aspects of our global go-to-market partner strategy. Work closely with the Commercial Team, Marketing, Operations, BIDs, Leadership and Customer Success to deliver Partner-related activities and customer acquisition. Unlock future revenue growth by leveraging our existing Partner Network. Identify, recruit, and onboard Aviation Partners, accelerate pipeline opportunities, and optimize pipeline acceleration with top-tier partners. Ensure AeroCloud Partners are self-sufficient, communicate growth activities, design incentive programs, build Partner Certifications, and provide input on messaging alignment. This role requires Channel Management experience and ideally, a background in Airports, Airlines, and Airport vendors.

Requirements

• MEDDPICC: Enterprise Sales Experience, Qualification at all stages
• SaaS Experience
• Strategic Events: Ideate, strategically build high value vendor dinners, gatherings and events unlocking collaboration towards joint wins and future opportunity creation
• Reporting: HubSpot familiarity to align with RevOps for accurate forecasting against revenue commitments
• Partner Marketing: Expertise in securing Marketing Development Funds (MDF) to drive opportunities for all participating parties
• Conflict Resolution: Resolve disputes between competing vendors ensuring optimal outcomes for all parties involved
• Travel up to 50%: Passion for meeting key stakeholders at Industry Leading events: PTE, AAAE, FTE, SmartAirports. Curiosity in understanding inner-workings of airports and associated business problems
• RFPs: Have worked closely with BIDs Teams ensuring sales narrative accurately depicts partner in joint bids involving Prime/Sub submittals
• Contractual Frameworks: Teaming Agreements, MSAs, MNDA Execution

Responsibilities

• Partner Identification: Identify, Recruit and onboard Aviation Partners with highest GTM alignment, maximizing delivery of qualified opportunities into the AeroCloud pipeline
• Pipeline Acceleration: Master AeroCloud Solution Offering’s and associated Value Propositions ensuring opportunities created in pipeline meet ICP expectations
• Account Mapping: Meet regularly with top tier partners to optimize pipeline acceleration and collaborate with cross-functional business leaders to deliver necessary collateral, enhancements: i.e. Marketing, Product
• Partner Enablement: Ensure AeroCloud Partners are self-sufficient to drive consideration, alignment and ultimately acquisition. Partner Portal expertise, Deal Registration, Self Service GTM Enablement
• AeroCloud Advancement: Partner with Marketing Leader to regularly communicate growth/momentum related activities: Logo Wins, Product Enhancements, Partner Acceleration, Territory Penetration, Major Expansions, Awards
• Incentive Programs: Identify Partner’s key motivational business drivers, design programs to unlock seamless GTM co-sell motions for joint wins
• Certifications: Align with VP of Operations to build Partner Certifications for Implementation experts, meeting requirements of Airports post win through to delivery milestones and go live dates
• Evangelism: Input on messaging alignment ensuring mission clarity internally and externally as to #AeroHub's value proposition

Benefits

• Competitive salary
• Best in Class Share Options scheme
• Remote working environment
• 20 days PTO
• Take your birthday off work on us as well
• Access to our Employee Assistance Program
• Extensive upskilling and training
• Employee and Family Healthcare Contributions