Head of Partnerships and Ecosystem

Summary

Join Honeycomb's Partner and Ecosystem team as a leader responsible for the global partner strategy and execution. You will build and maintain strong partner relationships, develop a clear roadmap for partner engagement, and drive business impact. This role requires strategic thinking, strong communication skills, and the ability to lead and manage a growing team. You will collaborate with various internal teams to leverage partner relationships for revenue growth and pipeline generation. Honeycomb offers a remote-first culture, competitive compensation, and a comprehensive benefits package.

Requirements

• 8+ years of experience in partner management, business development, or ecosystem strategy in the SaaS or cloud technology sector
• Deep understanding and experience with the following partner motions: hyperscalers (e.g., AWS, GCP, Azure) and their partner ecosystems
• Regional SIs to support commercial and valued added services oriented outcomes technology partners in the ecosystem
• Reseller motions for entry into new geographies
• Developed relationships across the ecosystem which can be leveraged to drive partner programs and new partner acquisition
• Demonstrated success in co-selling and co-marketing initiatives with measurable revenue impact

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
• Deal maker. 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
• Connector and relationship builder. 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

Preferred Qualifications

Experience in the Observability, DevOps, or cloud infrastructure space is highly preferred

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 remote-first mindset and culture (really!)
• Home office, co-working, and internet stipend
• 100% employee/75% for dependents coverage for all benefits
• Up to 16 weeks of paid parental leave, regardless of path to parenthood
• Annual development allowance