Alliance and Partnership Manager – EMEA

Role overview

<div class="content-intro"><p><strong>About Airship</strong></p> <p>Airship is trusted by world’s leading brands such as Alaska Airlines, BBC and The Home Depot to drive revenue growth and customer loyalty with exceptional cross-channel customer experiences. Today, brands are challenged to deliver seamless, unified customer experiences across a fragmented array of channels and devices— apps, websites, email, SMS, wallets and more. </p> <p>Airship’s no-code, AI-powered platform was designed with non-technical, growth-focused teams in mind, making it easy to create, test and orchestrate hyper-personalized experiences across all channels. With the ability to easily enrich customer data and rapidly launch growth experiments, Airship enables brands to deliver consistent, meaningful interactions that accelerate conversion and foster deeper customer relationships.</p> <p>We invite you to be part of our journey in building products and delivering services that touch millions of customers around the world every day.</p> <p>To learn more about us, visit <a href="https://www.airship.com/" target="_blank" data-saferedirecturl="https://www.google.com/url?q=https://www.airship.com/&source=gmail&ust=1727358600004000&usg=AOvVaw3xEidfNT5kaSMR1LbqH2tz">www.airship.com</a>, read our <a href="https://www.airship.com/blog/" target="_blank" data-saferedirecturl="https://www.google.com/url?q=https://www.airship.com/blog/&source=gmail&ust=1727358600004000&usg=AOvVaw2S7rp6uesS3WbpmG9CFOaR">blog</a> or follow us on <a href="https://www.linkedin.com/company/airship-social" target="_blank" data-saferedirecturl="https://www.google.com/url?q=https://www.linkedin.com/company/airship-social&source=gmail&ust=1727358600004000&usg=AOvVaw2T3DnwhcK_pt63jzkrYdK6">LinkedIn.</a></p></div><h4>About the Role</h4> <p>The Airship Partnership team drives business relationships with leading agencies and technology vendors to jointly deliver high-impact customer engagement and expand Airship's presence across the MarTech ecosystem.</p> <p>We are looking for an <strong>Alliance and Partnership Manager – EMEA</strong> to drive our initiatives and efforts with our ecosystem of agencies and technology partners across Europe, Middle-East and Africa (with a core focus on UK, Germany and France). You will be responsible for developing and managing a portfolio of agencies (such as Merkle, VML, Publicis, Deloitte Digital…) and strategic ISVs (like Google Cloud, Twilio, Salesforce, and other MarTech platforms) and driving revenue and market share by sourcing and influencing sales opportunities.</p> <p>This is a hands-on, high-impact individual contributor role.  You will work in coordination with the VP of Global Partnerships, who provides strategic direction and executive air cover, while you execute day-to-day partner development, activation, co-sell motions. You will also be a key bridge between our partners and Airship's Sales as well as Product and Marketing teams.</p> <h4>What You'll Do</h4> <ul> <li><strong>Build and execute a systematic co-sell motion:</strong> 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</li> <li><strong>Drive Sourced & Influenced Revenue: </strong>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</li> <li><strong>Act as GTM connective tissue: </strong>Collaborate with Sales, Customer Success, Solutions Engineering, Marketing, and Product to align partner initiatives with Airship's GTM priorities</li> <li><strong>Represent Airship: </strong>Attend partner events, technology conferences, and ecosystem forums, with a goal to generate and accelerate opportunities</li> <li>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</li> <li><strong>Operationalize Tech Alliances:</strong> 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</li> <li><strong>Enable and Activate Tech Partners and Airship Teams: </strong>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</li> <li><strong>Expand the Ecosystem:</strong> Identify and onboard new technology partners by assessing joint value proposition, customer overlap, technical fit, and strategic alignment with Airship's roadmap</li> <li><strong>Drive Co-Marketing: </strong>Help Airship and partner Marketing teams develop joint content, co-branded campaigns, and event activations that amplify partner relationships</li> <li><strong>Facilitate Product Collaboration: </strong>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</li> </ul> <h4>What We're Looking For</h4> <ul> <li>7–10 years of experience in technology partnerships, business development, or channel sales within the SaaS or MarTech industry</li> <li>Demonstrated track record of generating partner-sourced pipeline and/or influenced revenue in a quota-bearing or target-driven partnerships role</li> <li>Existing network of relationships with technology partners and platform vendors relevant to the MarTech ecosystem (CDPs, Marketing Clouds, cloud platforms, engagement and personalization ISVs)</li> <li>Strong commercial acumen and ability to connect partner activities to measurable pipeline and revenue impact</li> <li>Able to understand and articulate integration use cases, API-based workflows, and data flows in partner conversations without being an engineer</li> <li>Experience working cross-functionally with Sales, Product, and Marketing in a SaaS environment</li> <li>Excellent communication and presentation skills, with the ability to influence stakeholders at all levels both internally and with partners</li> <li>Experience experimenting with AI tools in your personal or professional life - or an eagerness to learn!</li> </ul> <h4>We'd Be Delighted If You Also Have</h4> <ul> <li>Deep understanding of customer engagement, mobile marketing, or digital marketing solutions</li> <li>Previous experience at a high-growth SaaS company in the $50M–$300M revenue range</li> <li>Familiarity with partner intelligence and CRM tools (e.g., Crossbeam, Salesforce)</li> <li>Experience managing partnerships across multiple European markets</li> <li>Comfort working across time zones, cultures, and regulatory environments</li> <li>Familiarity with EMEA data privacy requirements (e.g., GDPR) as they relate to partner integrations and data-sharing arrangements</li> </ul> <h4>Work Location & Travel Requirements</h4> <p>Airship’s ‘Digital First’ approach to work means that for the majority of our roles, work can be performed remotely, either some or most of the time. Airship believes that flexible work contributes to a more productive and more equitable work environment, and that Airshippers are able to collaborate, innovate, and support one another across different locations and timezones.</p> <p>Some roles may require that employees perform their work from a specific location to support business activities, and/or be within proximity to an Airship office location or customer or partner locations, while other roles can be performed 100% remotely. </p> <p>This position is <strong>fully remote</strong> and may require <strong>up to 25%</strong> travel based for partner meetings, industry events, and field engagements or as requested by your manager.</p> <h4>Compensation</h4> <p>Base pay is part of the total compensation package and is determined by a variety of factors such as relevant skills, work experience, business priorities, market demands, and location. This role offers stock options, providing a direct opportunity to share in Airship’s success.</p> <p><strong>Benefits & Perks</strong></p> <ul> <li>Medical insurance options for you and your dependents</li> <li>Flexible time off, paid holidays, paid parental leave, and paid volunteer time off </li> <li>Support for your overall wellbeing with employer-subsidized mental health and employee wellness programs</li> <li>A digital-first work environment and a monthly stipend to support remote work</li> <li&g