Head of Partner Ecosystem – Americas

🔥 0 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🔴 Lead

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SORACOM

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2015

Soracom is a global provider of smart IoT connectivity, offering cloud-native wireless service designed specifically for the needs of connected devices.

📋 Description

• Lead, coach, and develop Partner Success Leaders and Partner Development Leaders across the Americas • Own the full partner lifecycle from recruitment and onboarding through activation, revenue contribution, and ecosystem growth • Hold operators accountable for outcomes and model CRM tracking, revenue reporting, cycle-time reporting, and ownership of targets • Design and continuously improve partner program tiers, incentives, rules of engagement, onboarding sequences, and partner health scoring • Own partner-sourced and partner-influenced pipeline targets for the Americas • Lead QBRs based on partner performance data and demonstrate measurable ecosystem contribution to go-to-market activities • Define handoffs between Partner Development and Partner Success • Partner with Sales and Marketing leadership to co-own pipeline targets, align partner-influenced deal strategy, and establish joint planning and communication rhythms • Represent the ecosystem in cross-functional planning, budget reviews, and strategic conversations • Personally manage selected top-tier partners requiring executive sponsorship or direct involvement • Use AI tools for partner scoring, pipeline intelligence, enablement content generation, QBR preparation, and competitive signal monitoring • Build AI fluency as a team capability • Build executive-level relationships with key partners and represent the partner ecosystem internally and at industry events • Translate ecosystem performance into revenue, market access, speed, and ROI for senior leadership

🎯 Requirements

• At least 10 years of partner or ecosystem experience, including at least 3 years leading a partner team • Demonstrated player-coach profile: hands-on partner ownership alongside people leadership • Proven track record of partner-sourced and partner-influenced revenue, carried against a quota, with the metrics to back it up • Experience designing or rebuilding partner programs: tiers, incentives, onboarding, partner health scoring • Cross-functional leadership across Sales, Marketing, Product, RevOps, and Finance • Demonstrated AI fluency as a daily operating practice • Ability to travel approximately 30%, including strategic partner meetings, team gatherings, and industry events • Experience with cellular or IoT connectivity solutions and services (bonus) • Experience operating at a VP or Chief Partnerships / Ecosystem Officer level (bonus) • AWS Partner Network experience; understanding of cloud-era partner ecosystems required • Hands-on experience with Salesforce CRM, PRM, or ecosystem intelligence platforms such as Crossbeam or Tackle (bonus) • Experience using AI to build team-wide partner operating workflows (bonus) • Spanish language skills (bonus) • Residence in a major metro area with easy access to air travel (bonus)

🏖️ Benefits

• Remote-first work environment for employees based in the United States • Flexible scheduling that supports productivity and work-life balance while accommodating customer needs and team collaboration • Access to modern tools, a dedicated technology budget, and leading AI platforms to help you innovate, learn, and do your best work • Opportunities for rapid learning, professional development, and career growth through exposure to complex, real-world customer challenges • Skills-based career progression, with advancement based on impact, contribution, and performance rather than tenure • Collaborative, globally distributed team environment with experienced and highly capable colleagues across the US, Europe, and Japan • Comprehensive health benefits including medical, dental, and vision coverage • Retirement benefits, including a 401(k) plan and company match • Life insurance, including basic, voluntary, and AD&D coverage • Paid time off, including vacation, sick leave, volunteer time and company-observed holidays • Family-friendly benefits, including maternity, paternity, and parental leave • Short-term and long-term disability benefits • Employee stock option program