Head of Partner Account Management and Ecosystem BD

Skills

About the Role

You will lead Partner Account Managers and develop commercial ecosystem strategy with Sales. You will define co-sell operating models, build partner routes to market, own partner pipeline and revenue reporting, and improve partner enablement, engagement, and performance.

Requirements

• Experience leading partner sales, channel sales, alliances, or partner management
• Experience owning a revenue number
• Experience managing partner-facing teams
• Experience driving revenue through systems integrator or consulting partner channels
• Experience with co-sell motions, joint account planning, and partner-sourced pipeline
• Commercial acumen in complex deals and partner negotiations
• Partner KPI, pipeline forecasting, and dashboard experience
• Willingness to travel

Responsibilities

• Lead, coach, and develop Partner Account Managers
• Set operating standards and accountability for partner revenue and pipeline
• Develop commercial strategies, joint account plans, and co-sell priorities
• Manage tri-party go-to-market motions with cloud and technology partners
• Define engagement rules between partner managers and account teams
• Launch and scale partner-led routes to market
• Report on partner-sourced and partner-influenced pipeline, bookings, and consumption
• Shape partner planning, QBR, forecasting, and health-tracking models
• Build partner recruitment, onboarding, activation, and growth playbooks
• Ensure partners receive training, certifications, and technical resources
• Collaborate with sales, operations, marketing, legal, and finance
• Surface ecosystem insights for partner strategy and product roadmap

Benefits

• Equity donation matching
• Generous vacation
• Parental leave
• Flexible working hours