Aircall Director, Channel Partnerships at Aircall owning partner program strategy and diversification beyond current CRM Solutions Partner ecosystem. Responsible for building teams and GTM motions to expand partner-sourced pipeline and revenue.
Responsibilities
This is a build role. You’ll take ownership of a productive channel motion, anchored in the CRM Solutions Partner ecosystem (Salesforce, HubSpot, and similar), and design the next chapter: diversifying beyond it. Today, a meaningful share of partner-sourced pipeline flows through a few tech integrations. That’s real momentum and real concentration risk.
You’ll also transform our partner ecosystem from simply telco to one built on influenced revenue and managed services for our suite of AI products. With AI, Aircall can become far more central to our partners’ revenue, not just another line item on their stack.
You’ll decide where Aircall places its next bets (resellers, MSPs, verticalized tech partners, e-commerce platforms, PE/VC networks, TSDs/Master Agents) and build the programs, team, and GTM motion to make each one work. You’ll report to the GM of Americas, partner closely with the BD lead who drives tech integrations, and help shape how Aircall grows across the region, with real executive exposure.
Partner program strategy across Solutions Partners (Starter/Bronze/Silver/Gold), TSDs, and IT Consultancies/MSPs — owning partner-sourced pipeline and revenue
A diversification strategy: identifying, evaluating, and onboarding new partner types to expand Aircall’s addressable market beyond the current ecosystem
Building and developing your own team — this role comes with the ability to hire (2 roles to start)
Joint GTM plans with strategic partners: qualified pipeline, co-selling motions, and closed revenue
The metrics that matter — partner-sourced pipeline, partner-attached revenue, net-new active partners, referrals per partner, and AE/AM adoption of the partner program
Cross-functional alignment with Sales, Marketing, Product, AM, and RevOps to keep the partner ecosystem tied to company GTM priorities
Executive-level relationships with strategic partners — representing Aircall at conferences, partner events, and the tables where durable advantage gets built
Qualification
7+ years in Channel PartnershipsHands-on fluency with PartnerstackStrong sales management fundamentalsBase salary range$200
Required
7+ years in Channel Partnerships, with direct experience building or scaling a partner program and a track record of hitting partner-sourced revenue targets at scale
Hands-on fluency with Partnerstack, Crossbeam, and Salesforce
Someone who can operate at both altitudes — set the strategy and get into the weeds of how it actually gets built
Strong sales management fundamentals: forecast discipline, pipeline rigor, deal coaching, and talent development
Comfort managing and coaching a still-developing team while continuing to drive strategy yourself
Willingness to travel and build in-person relationships with strategic partners and their customers
A hands-on executor who runs the channel by the numbers: owns the partner scorecard, uses data to spot gaps, and gets into the weeds to close them
An external partner-facing leader and internal strategy builder: builds executive partner relationships and turns those insights into program priorities across the business
