AIRINC is seeking a driven, self-motivated, and team-oriented Director of Partnerships for this newly created position to help us execute our partner strategy, maintain relationships with existing partners and to actively pursue new partnership opportunities. Considered a growth area for AIRINC, the Director of Partnerships possesses excellent client management, relationship building and influencing capabilities. They are well known and respected in the Global Mobility industry and possess a solid baseline of technology/product knowledge to help facilitate integrated partnership opportunities as well as internal product conversations.
Please email jblue@air-inc.com for more information
RESPONSIBILITIES
Works with C-Suite to develop Partner strategy including:
- Approach to engaging partners by partner type – e.g., Technology Platform vs. RMC
- Pricing models
Retains and grows existing partner clients
- Forms relationships with top partners
- Involves C-Suite staff as executive sponsors as needed
- Works with Americas, APAC, and EMEA regional staff to ensure partner clients are engaged and retention and upsell targets are met
Grow our partnership network
- Actively seek out new partnership opportunities
- Stays on top of changes in the industry, canvassing new companies to enter market and seeking new opportunities
- Is actively involved in mobility industry groups and well connected
Works closely with the Product Team to ensure our solutions meet Partners’ needs
- Understands technical issues to facilitate the coordination with the Product Team
- Meets regularly with the Product Team to understand our current product capabilities and road map for potential improvements
Negotiates and maintains contracts
- Negotiates new contracts with Partners
- Responsible for renewing contracts
- Creates and maintains contract templates
- Organizes contracts and stores them to facilitate use and access
- Coordinates with Accounting on the implementation and payment structure of all contracts
SKILLS
- 5+ years of experience in the Global Mobility industry
- Ability to build relationships and negotiate with various stakeholder groups, at the senior levels
- Excellent communication skills
- Strong commercial/financial acumen
- Skillful relationship builder with both partners and internal colleagues
- Dealmaker and strategic thinker with an ability to execute in an evolving, ambiguous, fast-paced environment
- Understand how large tech companies operate and how to motivate and work with complex organizations
- Ability to understand the needs and agenda of partners to jointly meet objectives through partnerships
- Positive and energetic with a keen sense of urgency and results orientation
- Strong problem-solving skills
- Proven record of managing relationships and partnerships
QUALIFICATIONS
- Experience in negotiating contract terms, building value for all parties and creating long-term partnerships of scale
- Bachelor’s degree required
- Proven record of client retention and client growth
