Head of Channel Sales – DACH

 Aircall
 May 3, 2021
 Remote - EMEA
Aircall is on a mission to revolutionize the business phone industry!
We exist to empower every professional to have richer conversations. We provide an entirely cloud-based voice solution, that integrates seamlessly with popular productivity and helpdesk tools that workplaces are already using. We have raised more than $100 Million since 2015, and we care about our growing base of 6000+ customers.
Behind our product are the amazing teams driving it, split between Paris, New York, Sydney, Madrid, and remote locations.
Aircall is looking for an outstanding Head of channel Sales to help build and develop our Partner program in Germany and DACH region, across the SaaS and telecom ecosystems.
You will be responsible for building the strategy and execution of our Channel ecosystem helping consulting and reseller partners to go to market with our Aircall Solution.  You will be responsible for acquiring new partners, drive them through our Partner’ program and help them be successful. Your main goal will be to work hand-in-hand with our Channel Partners to generate new revenue.
We are looking for a talented professional with strong experience with a SaaS and/or telecom background of strategic sales or channel partner development – who is seeking a startup experience and is eager for professional development. You must be comfortable operating in a fast-paced, dynamic environment and interacting with senior-level partner executives.
This person will report to the Director of Partnerships in Paris working very closely with the local Sales Director based in Berlin.

Your missions @Aircall :

  • Define and lead the development of our Channel strategy in DACH
  • Work with the Director of Partnerships (based in Paris) on KPI definition
  • Manage partners in Germany: from understanding the partner strategy and helping drive go-to-market to maintaining ongoing relationships and ultimately generating revenue through direct referrals & reselling. 
  • Meet and exceed pipeline as well as revenue quota from your portfolio of channel partners
  • Structure, negotiate and execute deals with prospective channel partners
  • Effectively communicate our vision, value proposition, product roadmap, and go-to-market strategy to our partners
  • Prepare tailored presentation materials and conduct presentations and demos to accelerate partner acquisition and retentionNetwork at trade shows, conferences and other events
  • A little more about you :

  • Ideally 5 years or more of experience in the SaaS or telecom industry
  • C Level and Senior Management standing
  • Proven track record & strong network / references
  • Good knowledge of the German SaaS/telco ecosystem
  • “Hunter” mindset with the ability to generate partner referral opportunities while also developing long-term partner relationships
  • Builder mentality wanting to take bold decision and goals
  • Willingness to travel as needed (up to 20%)
  • #LI-Remote
    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. Even better, the ones who know how to work hard & have fun at the same time. We’re a tribe of highly driven people, with a great sense of human connection and a clear focus. 
    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 & benefits (health coverage, lunch, commute, sports)
    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.