Services Partners Manager

Summary

Join Airtable as a Services Partner Manager and play a crucial role in driving partner success. You will be responsible for identifying and onboarding new services partners, managing existing Gold Tier partners, and ensuring their compliance with partner program requirements. You will also focus on partner enablement, both internally and externally, to ensure effective collaboration and service delivery. This role involves working closely with cross-functional teams, including Sales, Solutions Consultants, Customer Success, Marketing, and Operations, to execute the partner strategy and drive customer success. You will also be involved in developing and implementing the overall partner strategy, utilizing operational platforms to streamline workflows, and ensuring executive alignment between partner and Airtable leadership teams.

Requirements

• 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

Responsibilities

• 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

Benefits

• Compensation awarded to successful candidates will vary based on their work location, relevant skills, and experience
• Our total compensation package also includes the opportunity to receive benefits, restricted stock units, and may include incentive compensation
• For work locations in the San Francisco Bay Area, Seattle, New York City, and Los Angeles, the base salary range for this role is: $235,700 — $305,900 USD
• For all other work locations (including remote), the base salary range for this role is: $211,900 — $275,500 USD