Head of Partnerships and Ecosystem

What We’re Building

Honeycomb is the observability platform for teams who manage software that matters. Send any data to our one-of-a-kind data store, solve problems with all the relevant context, and fix issues before your customers find them. Honeycomb is the unified, fast, and collaborative choice for engineering teams who care about customer experience to get the answers they need, quickly. We are passionate about consumer-quality developer tools and excited to build technology that raises our industry’s expectations of what our tools can do for us. We’re working with well known companies like HelloFresh, Slack, LaunchDarkly, and Vanguard and more across a range of industries. This is an exciting time in our trajectory, as we’ve closed Series D funding, scaled past the 200-person mark, and were named to Forbes’ America’s Best Startups of 2022 and 2023!

If you want to see what we’ve been up to, please check out these blog posts and Honeycomb.io press releases.  

Who We Are

We come for the impact, and stay for the culture! We’re a talented, opinionated, passionate, fiercely inclusive, and responsible group of bees. We have conviction and we strive to live our values every day. We want our people to do what they truly love amongst a team of highly talented (but humble) peers. 

How We Work

We are a remote-first company, which means we believe it is not where you sit, but how you deliver that matters most. We invest in our people and care about how you orient to our culture and processes. At the same time we imbue a lot of trust, autonomy, and accountability from Day 1.

Little more about the team:

Our partner team is a critical driver and enabler of Honeycomb’s growth plan, including support of our path to $100M in ARR. As the leader of our partnership and ecosystem team you will be responsible for our global partner strategy and execution. This will include setting strategy, partner relationship management, cross-functional coordination, building our partner program, building/ leading a high performing team, and driving business impact as Honeycomb continues to scale in the market.

What you'll do in the role:

Healthy and Inclusive team builder:

- 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.

Strategic thinking that moves mountains

- 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.

Courageous communicator and motivator

- 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

Develops self and others

- 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.

Think like an owner

- 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.

What you’ll bring to the role:

- 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 geographiesExperience in the Observability, DevOps, or cloud infrastructure space is highly preferred.

- 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 

Base + bonus for on target earnings (OTE) of $250,000- 315,000 OTE

What you’ll get when you join the hive:

- 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 sabbaticalA remote-first mindset and culture (really!)

- Home office, co-working, and internet stipend100% employee/75% for dependents coverage for all benefits 

- Up to 16 weeks of paid parental leave, regardless of path to parenthood

- Annual development allowance And much more...