Aviation Channel Sales Manager

AeroCloud is the new-age operating system for airports aiming to grow. Our suite includes Airport Operating Systems (AOS), PPS, and Passenger Flow Management solutions, empowering airports to gain deep insights into the movement of passengers and aircraft around the world.

We achieve this by becoming the airport’s first call for technology. Whether in times of need or growth, we stand alongside our clients, offering support through innovative software that drives their success.

Our Commitment to Excellence

At AeroCloud, being the airport’s first call means exceeding expectations at every customer interaction. This is not just a goal; it’s our standard. We prioritize detail, diligence, and a proactive approach in everything we do. If there’s a task to be completed, we see it through. If a customer needs an answer we don’t yet have, we respond promptly to let them know we’re on it. We believe in keeping our team informed, being transparent, and maintaining accountability at every step

Summary of Role

AeroCloud is looking for an Aviation Channel Sales Manager who will be responsible for executing and evolving all aspects of our go-to-market partner strategy globally. You will work closely with the extended Commercial Team, Marketing, Operations, BIDs, Leadership and Customer Success to deliver Partner-related activities and customer acquisition. Your primary task will be to unlock future revenue growth leveraging our existing Partner Network on which you will build.

This role requires Channel Management experience; ideally you bring an accomplished background or passion for Airports, Airlines and Airport vendors alike. The aviation partner community is committed to innovation and optimizing the passenger experience with an end goal of driving revenue to thrive, and give back to local communities to whom they serve.

Requirements

Ownership and Impact

• Partner Identification: Identify, Recruit and onboard Aviation Partners with highest GTM alignment, maximizing delivery of qualified opportunities into the AeroCloud pipeline

• Pipeline Acceleration: Master AeroCloud Solution Offering’s and associated Value Propositions ensuring opportunities created in pipeline meet ICP expectations

• Account Mapping: Meet regularly with top tier partners to optimize pipeline acceleration and collaborate with cross-functional business leaders to deliver necessary collateral, enhancements: i.e. Marketing, Product

• Partner Enablement: Ensure AeroCloud Partners are self-sufficient to drive consideration, alignment and ultimately acquisition. Partner Portal expertise, Deal Registration, Self Service GTM Enablement

• AeroCloud Advancement: Partner with Marketing Leader to regularly communicate growth/momentum related activities: Logo Wins, Product Enhancements, Partner Acceleration, Territory Penetration, Major Expansions, Awards

• Incentive Programs: Identify Partner’s key motivational business drivers, design programs to unlock seamless GTM co-sell motions for joint wins

• Certifications: Align with VP of Operations to build Partner Certifications for Implementation experts, meeting requirements of Airports post win through to delivery milestones and go live dates

• Evangelism: Input on messaging alignment ensuring mission clarity internally and externally as to #AeroHub's value proposition

What are we looking for?

• MEDDPICC: Enterprise Sales Experience, Qualification at all stages

• SaaS Experience

• Strategic Events: Ideate, strategically build high value vendor dinners, gatherings and events unlocking collaboration towards joint wins and future opportunity creation

• Reporting: HubSpot familiarity to align with RevOps for accurate forecasting against revenue commitments

• Partner Marketing: Expertise in securing Marketing Development Funds (MDF) to drive opportunities for all participating parties

• Conflict Resolution: Resolve disputes between competing vendors ensuring optimal outcomes for all parties involved

• Travel up to 50%: Passion for meeting key stakeholders at Industry Leading events: PTE, AAAE, FTE, SmartAirports. Curiosity in understanding inner-workings of airports and associated business problems

• RFPs: Have worked closely with BIDs Teams ensuring sales narrative accurately depicts partner in joint bids involving Prime/Sub submittals

• Contractual Frameworks: Teaming Agreements, MSAs, MNDA Execution

Benefits

Whats in it for you?

• Competitive salary

• Best in Class Share Options scheme

• Remote working environment

• 20 days PTO

• Take your birthday off work on us as well

• Access to our Employee Assistance Program

• Extensive upskilling and training

• Employee and Family Healthcare Contributions

Our ethos

AeroCloud recognises Diversity, Equality, and Inclusion at the heart of our business. They represent the mutual trust, respect and understanding we strive for. They are integral to our brand, reputation, success, business sustainability and employee relations impact. Our vision is to have a diverse, equal and inclusive organisational culture. We want everyone who comes into contact with us, both face to face and virtually, to feel valued and respected. We want our workplace both in the office and at home to foster belonging to all colleagues to feel seen, connected, supported and proud. We will draw on the rich diversity of our workforce and harness the diverse contributions and considerable talents of our staff to achieve our vision in line with our organisational values and DE&I principles.

AeroCloud is an equal opportunities employer so if you have any specific work or access requirements as a result of a condition or disability then AeroCloud would be committed to working with you on the best way to support this at work.