Services Partners Manager

About the position

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 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.

Responsibilities

• 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.
• 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.
• Facilitate the onboarding process for partners including workflows that span operations, legal, understanding and acceptance of our partner programs, enablement, partner management and more.
• 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.
• Drive enablement with partners externally through our training and accreditation process in collaboration with our services and education teams.
• 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.
• 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.
• Develop a deep understanding of our partner capabilities and areas of specialization to route customer engagement opportunities effectively.
• Work closely with the sales, solutions consultants, customer success managers and services engagement managers to drive the partner service sales motion.
• Inform and build the overall partner strategy with the team.
• 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.
• Ensure executive and management alignment between the partner and Airtable leadership teams as needed.

Requirements

• 5-8+ years partnerships experience, with an emphasis on managing services / solutions partnerships across B2B SaaS platforms.
• 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.
• Can navigate highly strategic and complex partnerships and drive co-selling with our internal teams.
• Conversationally technical - comfortable talking app building, integrations and APIs.
• A builder who enjoys creating a vibrant partner ecosystem and seeing it make a tangible impact.

Benefits

• Comprehensive benefits package including health insurance, restricted stock units, and incentive compensation.
• Base salary range for this role is $235,700—$305,900 USD for work locations in the San Francisco Bay Area, Seattle, New York City, and Los Angeles.
• Base salary range for this role is $211,900—$275,500 USD for all other work locations (including remote).