(Senior) Salesforce Alliance Manager

About

Aircall is on a mission to revolutionize the business phone industry!
We exist to bring empathy into business conversations.

We provide an entirely cloud-based voice platform, that integrates seamlessly with popular productivity and helpdesk tools that workplaces are already using. We have raised more than $100 Million since 2015.

Behind our product are the amazing teams driving it, split between Paris, NY and remote locations.

Job Description

 

We exist to empower every professional to have richer conversations. We provide an entirely cloud-based voice solution, which seamlessly integrates with popular productivity and helpdesk tools. We have raised more than $220 million since 2015, and our base of 8000+ customers (and growing) is at our forefront.

 

Behind our product are the amazing teams driving it, split between Paris, New York, Sydney, Madrid, London, Berlin and remote locations. Despite our distance, we all work together to drive our product!

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!
  • We know that success comes from smart work and deserves to be recognized and rewarded.

    We value people who are bold, ambitious, collaborative and customer-centric. We’re a global community growing together. 

    If you love a good challenge, enjoy solving meaningful problems, and want to be a part of one of the fastest-growing B2B startups, then Aircall is the company you are looking for!

    Aircall offers a unique work environment and the chance to collaborate with diverse teammates across continents. We'll provide freedom and tools to allow you to thrive at your best, and foster an environment you can do it in.

    Why join us?

    🚀 Key moment to join Aircall in term of growth and opportunities

    💆‍♀️ Our people matter, work-life balance is important at Aircall

    📚 Fast-learning environment, entrepreneurial and strong team spirit

    🌍 35+ 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 Aircall journey. 

    We promote active inclusion to foster a strong sense of belonging which is one of our main strengths as a business. We strive to assemble diverse people that can enrich and learn from each other. We pledge to make sure everyone not only has a seat at the table but is valued at the table -- 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 because we realize that we have work to do and much to learn.

    Additional Information

    • Contract Type: Full-Time
    • Location: New York, United States ()
    • Experience: > 5 years