Head of Partnerships and Ecosystem, Honeycomb
$250-315k
OTE
+ Equity
More information about location
Provides full stack observability and analysis
Job no longer available
Provides full stack observability and analysis
201-500 employees
Job no longer available
$250-315k
OTE
+ Equity
More information about location
201-500 employees
Company mission
To give all software engineering teams the observability they need to eliminate toil and delight their users.
Role
Who you are
- 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
What the job involves
- 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
- 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
Our take
Traditional processes of debugging apps and IT services are becoming obsolete due to the mass adoption of cloud-based tools. However, whilst cloud-based development presents a modern and unified solution to application building, frameworks for troubleshooting such services are not currently something many businesses are prepared for.
Honeycomb provides troubleshooting tools that allow cloud-based software developers to observe code on API tools, live applications, and microservices. The troubleshooting dashboard is designed to be highly visual and user-friendly, thus allowing developers to diagnose cloud-based problems without having a deep understanding of computer science.
The company is building on its 2022 momentum after achieving another consecutive year of 2x revenue growth, driving 160% net revenue retention for its 600+ customers around the globe. Series D awarded in 2023 will be channelled into geographical expansion and supporting its products. Honeycomb’s approach is unique as it is facilitating the harmonious deployment of cloud-based debugging tools in a landscape where such services are essential yet difficult to understand.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 7 rounds)
Apr 2023
$50m
SERIES D
Oct 2021
$50m
SERIES C
Total funding: $146.9m
Company benefits
- 100% covered medical, dental, vision, HSA, FSA, disability, and more
- Unlimited PTO, synchronous company break, paid sabbatical, and expressed minimum for time to recharge
- 401K retirement plans and fully paid life insurance
- Up to 16 weeks paid leave regardless of path to parenthood; flexible hours for returning parents and caregivers
- $10K to cover gaps in insurance, in support of adoption, surrogacy, preservation, and family-planning costs
- $600 per year to spend on the perks you care for most
- A stake in our success
- Generous new hire equity, and refresh grants
- Annual $1,500 development stipend; funding for cognitive coaching; and a focus on career pathing
- $500 new hire home setup stipend and $200/mo for wifi, phone and co-working
Company values
- Fast And Close To Right Is Better Than Perfect - Take pride in your craft and ship relentlessly. Be like our storage engine: 99% right in milliseconds is better than 100% right in an hour. Code in production is worth two in canary
- We Hire Adults - Pay attention to your mind and body so you can give and get help. All of us wobble, and being transparent about that means we can support each other. Participate fully in collaboration, coaching and management. If any group of us were together in a car on a long road trip, there would be no need for a dividing line in the back seat to keep people from hitting each other
- Everything Is An Experiment - Don’t get attached to specific outcomes, as they can prevent you from moving forward. Construct your experiments with purpose, evaluate them with honesty, share your results, and iterate. Failure is a constant, it’s what we learn that matters
- Feedback Is A Gift - Give feedback freely, give gently, give timely, but give. Listen first, listen intently, and celebrate each other’s growth. We are a high-trust and high-transparency team, and this requires us all to dig deep. Discomfort is temporary. We polish each other like diamonds
- Act With Autonomy And Ownership - Come curious. Focus on impact over output. Be generous with your ideas and use your judgment. Optimize for our collective success, not individual glory. Kill your darlings. Be bold, shake it up, and don’t assume the way things are was on purpose. Do it with style
Company HQ
Union Square, San Francisco, CA
Articles
Leadership
Charity Majors
(CTO)Former Product Engineering Manager at Facebook and Infrastructure Tech Lead at Parse.
Christine Yen
(CEO)Former Engineer at Parse and IOS contractor at Ridejoy. Co-founder of Venuetastic. BSc in Computer Science from MIT.
Share this job
View 4 more jobs at Honeycomb