Head of Partner Ecosystem – Americas

This is a fully remote position, open to applicants in United States.

📋 Description

• Guide, mentor, and nurture Partner Success Leaders and Partner Development Leaders throughout the Americas.

• Oversee the entire partner lifecycle from recruitment and onboarding to activation, revenue generation, and ecosystem expansion.

• Ensure accountability among operators for results and exemplify CRM tracking, revenue reporting, cycle-time reporting, and target ownership.

• Develop and continuously refine partner program tiers, incentives, engagement rules, onboarding processes, and partner health scoring.

• Own partner-sourced and partner-influenced pipeline objectives for the Americas.

• Conduct Quarterly Business Reviews (QBRs) based on partner performance metrics and highlight tangible ecosystem contributions to go-to-market initiatives.

• Specify handoff processes between Partner Development and Partner Success teams.

• Collaborate with Sales and Marketing leadership to jointly manage pipeline objectives, synchronize partner-influenced deal strategies, and establish coordinated planning and communication rhythms.

• Represent the ecosystem in cross-functional planning, budget assessments, and strategic discussions.

• Personally oversee select high-tier partners requiring executive sponsorship or direct engagement.

• Leverage AI tools for partner scoring, pipeline intelligence, enablement content creation, QBR preparation, and competitive signal monitoring.

• Foster AI proficiency as a core team capability.

• Cultivate executive-level relationships with key partners and advocate for the partner ecosystem both internally and at industry events.

• Convert ecosystem performance into revenue, market access, speed, and ROI for senior management.

⛳️ Requirements

• Minimum of 10 years of experience in partner or ecosystem management, including at least 3 years in a leadership role for a partner team.

• Proven player-coach experience: hands-on partner engagement coupled with people management.

• Established history of generating partner-sourced and partner-influenced revenue, with quantifiable metrics to support it.

• Experience in designing or revamping partner programs: tiers, incentives, onboarding, and partner health scoring.

• Cross-functional leadership experience across Sales, Marketing, Product, RevOps, and Finance.

• Demonstrated daily operational fluency in AI technologies.

• Willingness to travel approximately 30%, including for strategic partner meetings, team gatherings, and industry events.

• Familiarity with cellular or IoT connectivity solutions and services (preferred).

• Experience at the VP or Chief Partnerships/Ecosystem Officer level (preferred).

• Knowledge of AWS Partner Network and an understanding of cloud-era partner ecosystems is required.

• Practical experience with Salesforce CRM, PRM, or ecosystem intelligence platforms like Crossbeam or Tackle (preferred).

• Experience utilizing AI to develop team-wide partner operating workflows (preferred).

• Proficiency in Spanish (preferred).

• Residence in a major metropolitan area with convenient access to air travel (preferred).

🏝️ Benefits

• Remote-first working environment for employees located in the United States.

• Flexible scheduling that promotes productivity and work-life balance while meeting customer demands and facilitating team collaboration.

• Access to cutting-edge tools, a dedicated technology budget, and leading AI platforms to support your innovation and performance.

• Opportunities for quick learning, professional advancement, and career growth through engagement with complex, real-world customer challenges.

• Skills-based career progression focusing on impact, contribution, and performance rather than length of service.

• Collaborative, globally distributed team culture with experienced and talented colleagues in the US, Europe, and Japan.

• Comprehensive health benefits, including medical, dental, and vision coverage.

• Retirement plans featuring a 401(k) plan with company matching.

• Life insurance benefits encompassing basic, voluntary, and AD&D coverage.

• Paid time off that includes vacation, sick leave, volunteer time, and company-observed holidays.

• Family-friendly benefits such as maternity, paternity, and parental leave.

• Short-term and long-term disability benefits.

• Employee stock option program.