Senior Channel Manager, APAC at aircall

Aircall is a unicorn, AI-powered customer communications platform used by 22,000+ companies worldwide to drive revenue, resolve issues faster, and scale customer-facing teams. We’re redefining customer communications by bringing voice, SMS, WhatsApp, and AI together into one seamless workspace. Our momentum comes from a simple idea: help teams work smarter, not harder. Aircall’s AI Voice Agent automates routine calls, AI Assist streamlines post-call work, and AI Assist Pro delivers real-time guidance so people can do their best work. The result is higher revenue, faster resolutions, and teams that scale with confidence. Aircall is headquartered in Paris, our European HQ, with a strong North American presence anchored in Seattle, our North American HQ, and teams across Madrid, London, Berlin, San Francisco, New York City, Sydney, and Mexico City. We’ve built a product customers love and a business that’s scaling quickly, backed by world-class investors and driven by rapid AI innovation across multiple product lines. At Aircall, you’ll join a company in motion. We’re ambitious, product-driven, and execution-focused, with visible impact, fast decisions, and real growth. How we work at Aircall: We’re customer-obsessed, data-driven, and focused on delivering meaningful outcomes. We value ownership, continuous learning, and thoughtful speed. If you thrive in a collaborative, fast-moving environment where trust and impact matter, you’ll feel at home here. The Opportunity This isn't a traditional channel management role. We're looking for a senior partnerships leader who can architect and scale a high-performing partner ecosystem across ANZ — someone who brings deep channel program expertise, commercial rigour, and a genuine understanding of how AI is reshaping the way partners build, sell, and deliver. You'll own a portfolio of strategic partners spanning System Integrators, Solution Partners, Digital Consulting firms, AI Implementers, and Technology Resellers. But more than managing relationships, you'll be designing the motions that turn partnerships into predictable, scalable revenue — joint GTM strategies, structured enablement programs, tiered engagement models, and data-driven partner development plans. You'll report into the Partnerships leadership team and work cross-functionally with Sales, Marketing, and Product to ensure channel is embedded in how we go to market — not bolted on. This role is based out of our Sydney office (3 days in-office). Unfortunately we cannot offer visa sponsorship for this role. Key Responsibilities: • Build & Scale the Partner Ecosystem • Identify, recruit, and onboard high-potential partners — Solution Partners, AI Implementers, eCommerce Agencies, and CX consultancies — aligned to Aircall's ICP and strategic priorities. • Design and refine onboarding programs that accelerate time-to-first-deal and drive early partner engagement. • Develop tiered partner engagement strategies that match investment to partner potential and performance. • Drive Revenue Through the Channel • Own partner-sourced pipeline and revenue targets. Forecast accurately and manage your book with the same discipline as a sales leader running a team. • Build and execute joint business plans with priority partners — defining mutual goals, GTM plays, co-sell motions, and shared accountability. • Activate dormant partners through tailored re-engagement strategies, turning inactive relationships into consistent pipeline contributors. • Collaborate with direct sales on co-selling and seamless deal hand-offs, ensuring partners are positioned as an extension of our GTM motion. • Enable Partners to Sell and Deliver AI-Led Solutions • Lead structured enablement programs that go beyond product training — equipping partners to position Aircall's AI capabilities (AI Voice Agent, AI Assist Pro, conversation intelligence) within their own client engagements. • Arm partners with competitive intelligence, use-case frameworks, and sales collateral that reflects how AI is changing the buyer conversation in CX and communications. • Help partners build AI-led practices and service offerings around Aircall, creating deeper integration into their delivery models. • Shape the Channel Program • Contribute to the evolution of Aircall's channel program — including partner tiers, incentive structures, certification pathways, and marketing initiatives. • Surface market intelligence back to the business: competitive dynamics, integration feedback, partner sentiment, and emerging trends in AI adoption across the partner ecosystem.Work cross-functionally with Marketing, Product, and GTM teams to ensure partners have what they need to succeed and that their voice informs our roadmap. • Report & Optimise • Track and report on partner performance using CRM and PRM tools — monitoring active partner counts, pipeline contribution, conversion rates, deal velocity, and revenue trends. • Provide regular reporting and insights to leadership on ecosystem health, partner engagement, and market opportunities. Qualifications: • 5+ years in Partner/Channel Management, Alliance Management, or Channel Sales within B2B SaaS or technology — ideally in the CX, communications, or cloud platform space. • Demonstrated track record of carrying and exceeding partner-sourced pipeline and/or revenue targets. • Deep experience working with agencies, system integrators, or consulting firms. You understand their economics, delivery models, and what drives their vendor decisions. • Experience managing a portfolio of 30+ partners at varying stages of maturity — from onboarding to scaling to reactivation. You know how to prioritise ruthlessly. • Familiarity with partner ecosystems around major platforms such as HubSpot, Salesforce, Zendesk, or similar CRM/CX platforms. • Understanding of AI applications in CX and communications (conversational AI, voice AI, automation, sentiment analysis) — enough to hold a credible conversation with partners about where the market is heading. • Experience with or exposure to channel program design — partner tiers, incentive models, enablement programs, or partner marketing — is highly valued. • Native-level English communication skills. Who You Are: • A channel strategist, not just a relationship manager. You understand partner program mechanics — tiering, incentive design, enablement frameworks, certification models — and you know how to use them to drive behaviour and outcomes at scale. • AI-fluent and commercially sharp. You don't need to be an engineer, but you understand how AI is transforming CX and communications. You can credibly articulate the value of AI-powered solutions to partner executives, and you help partners see the commercial opportunity in building practices around AI. • An ecosystem thinker. You see how technology partnerships, consulting services, and platform ecosystems intersect. You understand what motivates agencies, SIs, and consultancies to recommend one vendor over another — and you know how to make Aircall the obvious choice. • Operationally rigorous. You manage your partner book with data and discipline. You track activity, analyse trends, forecast accurately, and make investment decisions based on what the numbers tell you. • A self-starter who builds, not just maintains. You identify the whitespace, design the plan, execute it, and then share what you've learned with the team. You bring energy and initiative — you don't wait for a playbook to be handed to you. • A compelling communicator. Whether it's a 1:1 with an agency founder, an enablement workshop with 30 consultants, or an internal strategy review, you present with clarity, confidence, and credibility. 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 🌍 45+ Nationalities: cosmopolite & multi-cultural mindset 💶 Competitive salary package & benefits 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. Want to know more about candidate privacy? Find our Candidate Privacy Notice here.