Little more about the team:
We are excited for this Strategic Channel Director role that will be responsible for building, managing and scaling our Channel Partner Ecosystem strategy. This unique and first ever Strategic Channel Director role will be expected to take a non-traditional approach to establishing a framework for our Channel/SI strategy specifically for our industry regarding Observability and GenAI. In essence, having a growth mindset, problem solving, solution seeking and ambitious mentality is of the most importance.
Responsibilities include designing partner recruitment, enablement, and go-to-market plans, as well as using a test-and-learn approach in ambiguous situations. Strong business creation skills are needed to identify joint value propositions and explore co-selling models. While revenue contribution is the key metric, building scalable partner engagement and executing joint initiatives are crucial for consistent growth.
What you'll do in the role:
- Recruit, qualify, enable, build and prioritize partner relationships
- Build and maintain metrics for partner success
- Work cross-functionally with our Honeycomb.io Organization: Sales, Customer Service/Technical teams, Services, Product & Marketing teams
- Lead partner relationship & enablement initiatives across Honeycomb.io ecosystem
- Manage channel conflict and ensure healthy ecosystem dynamics between direct sales, SI partners, and resellers
- Partner onboarding: Work with our Partner Engineering team to build & enable the partner experience to ensure the partner is prepared to articulate the value prop of Honeycomb.io’s Observability platform
- Update and build playbooks for generating business with partners, working closely with the customer success teams, partner engineering teams, partner operations, account executives and partner marketing
- Collect and evangelize partner success journeys internally with sales teams, management, and externally within partner ecosystems
- Work with Leadership & Sales Operations to measure program efficiency across partners
- Represent the company at partner events, customer engagements, and industry conferences
- Identify and remove bottlenecks proactively by working with internal teams including Marketing, Sales and Legal
Who you are in the role:
- 8+ years of experience in business development, strategic alliances, or channel sales at a cloud services or SaaS organization
- Confident in recruiting and building successful partnerships, including with multi-national and global organizations
- Have the intuition for applying the right skillset and mindset pertaining to strategic engagements and thought leadership overall
- Able to quickly understand technical concepts and architectural scenarios, and explain them to others verbally and in writing
- Excellent written and verbal communication skills, including interacting with and presenting to CXO leadership, externally and internally
- Sales experience and Partner building & enablement experience
Preferred Requirements:
- Partner training and enablement and/or software sales experience
- Application performance, observability and/or SaaS experience
- Experience with major cloud providers - AWS, Azure, GCP
- Experience working across Sales, Consulting Services, Customer Centric Teams, Marketing, and Business Units to build a culture of alignment.
- Experience managing and partnering with external consultants/partners/3rd parties
- Experience in the Software and Services industry with a strong eye for business to support relationship building and partner management
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 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...
- All communications will come from an @honeycomb.io email address
- We occasionally work with external recruiting agencies. These partners will use legitimate business email addresses—never personal accounts like Gmail or Yahoo.
- Our recruiting process will never ask you to provide financial or sensitive personal information, including but not limited to:
- Social security or tax identification numbers
- Credit card numbers
- Bank account information
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What We Do
Honeycomb is fast analysis tool that reveals the truth about how users experience your code in complex and unpredictable environments. Within seconds, find patterns and outliers across billions of rows of data to definitively solve problems.
Learn more about us here: https://www.honeycomb.io/about/
Why Work With Us
We believe Honeycomb is a service for the near and present future. Within the industry, we are passionate about consumer-quality developer tools and excited to build a product that raises our industry’s expectations of what our tools can do for us. Inside Honeycomb, we care deeply about our culture, transparency, and inclusion.
