- Build and execute a systematic co-sell motion: define playbooks, identify joint targets with priority tech partners. Foster collaboration with Airship AEs and enable partner sales teams to ensure Airship stays top-of-mind
- Drive Sourced & Influenced Revenue: Generate new pipeline through proactive outreach, joint solution positioning, and partner introductions. Accelerate existing deals by leveraging partner networks, providing critical deal help, intel, new contacts, and highlighting integration value
- Act as GTM connective tissue: Collaborate with Sales, Customer Success, Solutions Engineering, Marketing, and Product to align partner initiatives with Airship's GTM priorities
- Represent Airship: Attend partner events, technology conferences, and ecosystem forums, with a goal to generate and accelerate opportunities
- Track, report, and achieve partner-attributed pipeline and revenue goals, using market and partner intelligence tools (e.g., Crossbeam) to quantify impact and refine priorities
- Operationalize Tech Alliances: Lead the daily relationship, joint business planning, regular syncs, and QBRs with key tech partners (Salesforce, Google, Twilio, Movable Ink, etc.). Serve as the primary bridge between partner and Airship teams within your region
- Enable and Activate Tech Partners and Airship Teams: Train partner teams on Airship's value proposition and use cases. Develop and maintain joint assets (one-pagers, battle cards, integration briefs) to empower partners to independently refer opportunities. Ensure Airship teams are knowledgeable on all tech partners and serve as their primary interface
- Expand the Ecosystem: Identify and onboard new technology partners by assessing joint value proposition, customer overlap, technical fit, and strategic alignment with Airship's roadmap
- Drive Co-Marketing: Help Airship and partner Marketing teams develop joint content, co-branded campaigns, and event activations that amplify partner relationships
- Facilitate Product Collaboration: Work between Airship and partner Product teams to develop or enhance integrations and joint solutions that address customer and market needs. Encourage adoption by collaborating with Customer and Product Marketing teams
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