Head of Partnerships and Ecosystem
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Job Description
Head of Partnerships and Ecosystem executing global partnership strategy for Honeycomb.io. Building programs and relationships for scalable growth in the enterprise technology segment.
Responsibilities:
- Own and execute Honeycomb’s global partnerships and ecosystem strategy, prioritizing partner motions that materially impact pipeline, ARR, and long-term growth.
- Build partnerships into a repeatable, scalable GTM engine by aligning Sales, Marketing, Product, Customer Success, and RevOps around shared priorities and execution.
- Identify, onboard, and deepen relationships with strategic partners across hyperscalers, systems integrators, technology partners, and reseller channels.
- Lead, hire, and develop a high-performing partnerships team with clear accountability, strong operating rhythm, and an inclusive, high-trust culture.
- Establish clear success metrics and reporting for partner-sourced and partner-influenced pipeline and revenue, using data to guide prioritization and investment decisions.
- Serve as a senior cross-functional leader and communicator, translating strategy into clear direction and navigating tradeoffs in a fast-moving, ambiguous environment.
- Operate with a strong owner mindset—making disciplined decisions that balance near-term revenue impact with durable, long-term ecosystem scale.
Requirements:
- 8–12+ years of experience in partnerships, business development, or ecosystem leadership within SaaS or cloud technology companies operating at a global scale.
- Demonstrated success building and scaling partner programs that drive measurable pipeline and revenue outcomes, globally.
- Deep experience across key partner motions, including hyperscalers (AWS, GCP, Azure specifically), systems integrators, technology partners, and reseller or regional expansion models.
- Strong cross-functional leadership skills with the ability to influence senior stakeholders across Sales, Marketing, Product, and Operations.
- Experience hiring, leading, and developing high-performing teams in a growth-stage environment.
- Strategic mindset paired with operational rigor—comfortable moving from vision to execution and iteration.
- Strong business acumen with a data-driven approach to prioritization, measurement, and decision-making.
Benefits:
- A stake in our success - generous equity with employee-friendly stock program
- It’s not about how strong of a negotiator you are - our pay is based on transparent levels relative to experience
- Time to recharge - Unlimited PTO and paid sabbatical
- A distributed-first mindset and culture (really!)
- Home office, co-working, and internet stipend
- Full benefits coverage for employees, with additional coverage available for dependents
- Up to 16 weeks of paid parental leave, regardless of path to parenthood
- Annual development allowance
- And much more...
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