Manager, Salesforce Alliance
Aircall is a place where voices are valued.
Backed by over $220 million of investment since 2015, we create technology that fuels accessible, transparent and collaborative communication to empower our base of 12,000+ customers (and growing) to make authentic, human connections.
Conversation is a cornerstone of our culture. Wherever our people find themselves in the Aircall world – Paris, New York, Sydney, Madrid, London, Berlin, Tel Aviv, or at home – everyone has a voice that is valued.
Whatever your background, wherever you’re from – we want you to join the conversation. Let’s talk.
About the role:
Partnerships are critical at Aircall, nearly all of our customers use at least one integration, customer happiness and retention are largely driven up by integration usage, and we work with partners to source close to half of new revenue in North America. Our Salesforce customer base makes Salesforce our #1 partnership in terms of revenue, and we believe this partnership will be key to Aircall’s growth plans in 2022 and onwards.
We’re looking for a (Senior) Alliance Manager to join the team and take over the Salesforce partnership. In this role, you’ll be crafting the roadmap and go-to-market on the Salesforce partnership, engage consistently with a variety of stakeholders at Salesforce as well as Aircall to build the alliance, own AppExchange distribution and Salesforce partner operations, support co-marketing initiatives, as well as collaborate with our product team to build a market-leading Salesforce integration.
What you'll do:
- Own the Salesforce partnership strategy:
- Be the main point of contact for the Salesforce partnership, and direct the entire partnership lifecycle: from understanding the partner market and product strategy and helping drive the integration go-to-market to maintaining ongoing relationships and ultimately generating revenue through direct referrals.
- Build the long-term roadmap for the Salesforce strategy to support medium to long-term revenue objectives.
- Work with Aircall leadership to build executive alignment at Salesforce.
- Lead business development with Salesforce:
- Source and influence qualified pipeline and new monthly recurring revenue (MRR) through Aircall’s partnership with Salesforce.
- Align with Salesforce’s Sales, Success, and Solutions Engineering teams at all levels, from individual contributor to management and executives.
- Build the AppExchange distribution strategy (content & assets, conversion, promotion).
- Collaborate with Aircall’s Channel & Marketing teams to drive customer acquisition within the Salesforce ecosystem.
- Collaborate internally with the Sales, Success, and Product teams to enable Aircall at large on the Salesforce integration and partnership and ensure the happiness of our shared prospects and customers with Salesforce.
- Partner Ops:
- Own Partner operations for the Salesforce partnership (license management, order submission) and build solid processes and automation.
- Build referral tools to make the experience of working with Aircall a delight for Salesforce.
- Work with internal revenue operations team as well as external consulting and service providers to accelerate on our Salesforce roadmap.
What you'll bring:
- Experience: 3-5 years or more of experience in SaaS Partnerships or Business Development, and a demonstrated track record of generating revenue and customer retention through technology partnerships. Direct experience in the Salesforce ecosystem would be a big plus!
- Business development skills: you are able to build relationships at all levels of partner organizations from individual contributors to company executives, and are able to generate net new pipeline and revenue by leveraging a strong product integration.
- Creative execution: you’re not afraid of getting your hands dirty and have an execution-first mindset. You find creative solution to overcome obstacles and differentiate the Aircall value proposition at Salesforce.
- Skilled communicator: you pride yourself in representing Aircall and communicating business and technical information to a wide variety of audiences, including executives, sales, marketing, product and engineering.
- Strategic thinking: once ramped up, you’re able to design and articulate a multi-year strategy for our Salesforce partnership and key integrations.
- Ambition, commitment, transparency, and a good sense of humor: these are the values values we live by in Partnerships at Aircall!
Aircall is constantly moving forward. We’re building new roads to complete our journey, and we’re taking people with us who have the same builder mentality.
Let’s grow together: Aircall is a place for those who dare to be bold and seek responsibility, excellence, and the opportunity to push themselves to new heights.
We’re creating a place where great people trust one another and thrive together.
People flourish at Aircall and now is the time to be part of the team and the journey we’re on.
Why join us?
? Key moment to join Aircall in terms of growth and opportunities
?♀️ Our people matter, work-life balance is important at Aircall
? Fast-learning environment, entrepreneurial and strong team spirit
? 45+ Nationalities: cosmopolite & multi-cultural mindset
? Competitive salary package & equity
? Medical, dental, and vision insurance is 100% covered
? 401k plan with company matching!
✈️ Unlimited PTO — take the time you need to come to work feeling great!
⭐️ Wellness, commuter, and childcare reimbursements
? Generous parental leave policy
DE&I Statement:
At Aircall, we believe diversity, equity and inclusion – irrespective of origins, identity, background and orientations – are core to our journey.
We pride ourselves on promoting active inclusion within our business to foster a strong sense of belonging for all. We’re working to create a place filled with diverse people who can enrich and learn from one another. We’re committed to ensuring that everyone not only has a seat at the table but is valued and respected at it by providing equal opportunities to develop and thrive.
We will constantly challenge ourselves to make sure that we live up to our ambitions around diversity, equity and inclusion, and keep this conversation open. Above all else, we understand and acknowledge that we have work to do and much to learn.