honeycomb.io · 1 day ago

Head of Partnerships and Ecosystem

United States

Full-time

Remote

Senior Level, Lead/Staff, Director/Executive

$250K/yr - $315K/yr

8+ years exp

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Responsibilities

Build and maintain strong relationships with partners at all organizational levels, from executives to GTM/sales teams.

Responsible for moving critical relationships forward, driving next steps, and progressing partnerships across Honeycomb.

Work closely with Honeycomb’s sales, marketing, and product teams to leverage partner relationships for deal acceleration and pipeline generation.

Collaborate with field teams to identify co-selling opportunities and maximize partner impact in revenue growth.

Identify, prioritize, and onboard key strategic partners, including hyperscalers, systems integrators, implementation partners, and technology companies with complementary solutions.

Develop a clear roadmap for partner engagement, focusing on pipeline & revenue-generating opportunities.

Owns key Partner program metrics, including partner generated/influenced pipeline & ARR.

Align with marketing, sales, and customer success organizations to create joint go-to-market strategies, campaigns, and enablement plans.

Define measurable outcomes for partner initiatives, ensuring alignment with Honeycomb’s revenue goals and service objectives.

Partner with RevOps to develop and deliver measurement reporting on partner impact and opportunities to drive improvement.

Align with product to identify and cultivate relationships within partners which support our product strategy

Collaborate with PM teams and Engineering on key product capabilities and integrations to support GTM strategies and execution

Lead and manage a growing team of partner managers to support relationship development across our partner organization.

Develop a clear plan for Partner team growth, including critical roles and resourcing over a 2-3 year time horizon, aligning to overall Honeycomb growth ambition.

Has the business savvy, persuasiveness, courage to create win-win partnerships.

Contributes across the whole lifecycle of those deals — identification and ideation, stakeholder alignment, pitch, negotiation, close, manager.

Able to identify and develop partners in the ecosystem that can material impact pipeline influence and generation, dedicating time and resources to those partners best able to drive business results and ARR for Honeycomb.

Understands relevant engagement models and programs to support this outcome.

Can build rapport and relationships across the spectrum of personas we engage with, from senior stakeholders to highly-technical practitioners.

Effectively leverages these relationships to discover opportunities for collaboration and partnership in the ecosystem.

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

Partner managementBusiness developmentEcosystem strategySaaS experienceCloud technologyCo-selling initiativesCo-marketing initiativesHyperscalers AWSHyperscalers GCPHyperscalers AzureDevOps experienceCloud infrastructure experienceObservability experienceRelationship buildingStrategic thinking