Principal, Strategic Ecosystem & Tech Reseller Manager

About The Team:

Technology partnerships and integrations are the bedrock of Aircall's value proposition. By building deep, native bridges into the CRM, CX, and productivity stacks where our customers live, we've secured our position as the most-installed solution in the world's leading marketplaces. This ecosystem is our unfair advantage in the AI era: our agents and automation tools rely on these connections for context and execution, meaning the breadth of our partner network directly determines the intelligence and impact of our product.

The Tech Alliances team operates at the critical junction of product and GTM and reports to Aircall’s Chief Revenue Officer. We are execution-focused drivers tasked with converting technical integrations into commercial outcomes, surfacing high-potential growth levers within our ecosystem, and building scalable revenue programs from the ground up.

Key Responsibilities:

This position operates at the intersection of strategy and execution, managing three primary growth engines with direct accountability for commercial targets.

First, you will oversee our cornerstone platform partnerships in the AMER region, including leaders like HubSpot and Salesforce. You will ensure these integrations remain a powerful competitive advantage and a robust revenue lever as the ecosystem matures.

Second, you will drive business development for high-impact technology partners on a global scale. Your focus is on increasing revenue attachment and identifying the next generation of strategic integrations that will define our future ecosystem.

Third, you will lead our Reseller Program, a high-priority revenue stream rooted in tech partner relationships. You will manage the end-to-end commercial lifecycle, from initial partner identification to full-scale activation.

Collaboration is central to this role: you will partner with international counterparts for global consistency, engage with AMER leadership on regional growth, and work with marketing and product teams on technical alignment. This role reports to the Director, Global Tech Alliances & New Bets.

Qualifications:

• • Extensive background (7+ years) in B2B SaaS alliance management, tech partnerships, or reseller growth, including hands-on ownership of tier-one strategic platform relationships.
  • Proven expertise in architecting or scaling tech reseller programs, with a deep understanding of the global activation mechanics required for long-term partner success.
  • Execution-focused driver with the ability to own the entire commercial lifecycle—from business development to marketing alignment—independently and without reliance on team handoffs.
  • Strategic agility to identify evolving partner dynamics early, converting those insights into actionable, evidence-based growth strategies.
  • Strong data fluency, leveraging pipeline, usage metrics, and partner performance data to make objective, high-impact prioritization decisions.
  • Sophisticated executive presence, capable of navigating and influencing senior-level conversations across a diverse set of external stakeholders.
  • Disciplined prioritization skills, focusing on high-conviction initiatives within cornerstone partnerships rather than diluting impact across too many channels.
  • Proficiency in deploying AI-driven tools to accelerate execution and deepen data-led analysis across the partnership portfolio.
    
    

    Preferred:

  • Demonstrated mastery of Salesforce or HubSpot ecosystems, encompassing AppExchange/Marketplace dynamics, tiering structures, and high-impact co-selling strategies.
  • Proven ability to navigate complex "coopetition" landscapes where strategic partners may maintain competing product lines in adjacent markets.
  • Deep intellectual curiosity and fluency in emerging trends across the AI-agent landscape and broader integration ecosystems.
  • Global operational mindset, with a track record of collaborating with international stakeholders to drive alignment on shared global accounts.