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The Strategic Channel Manager will build and manage Honeycomb's Channel Partner Ecosystem, focusing on recruitment, enablement, and go-to-market strategies while fostering partner relationships to drive revenue growth.
What We’re Building
Honeycomb is a service for the near and present future, defining observability and raising expectations of what developer tools can do! We’re working with well known companies like HelloFresh, Slack, LaunchDarkly, and Vanguard and more across a range of industries. This is an exciting time in our trajectory, we’ve closed Series D funding, scaled past the 200-person mark, and were named to Forbes’ America’s Best Startups of 2022 and 2023!
If you want to see what we’ve been up to, please check out these blog posts and Honeycomb.io press releases.
Who We Are
We come for the impact, and stay for the culture! We’re a talented, opinionated, passionate, fiercely inclusive, and responsible group of bees. We have conviction and we strive to live our values every day. We want our people to do what they truly love amongst a team of highly talented (but humble) peers.
How We Work
We are a fully distributed company, which means we believe it is not where you sit, but how you deliver that matters most. We invest in our people and care about how you orient to our culture and processes. At the same time we imbue a lot of trust, autonomy, and accountability from Day 1. #LI-Remote
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
On Target Earnings (OTE) based on level of experience (Base + Commission)
$210,000—$240,000 USD
Base Salary based on level of experience
$165,000—$190,000 USD
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...
Please note we cannot currently sponsor or support visa transfers at this time. Additionally, in compliance with applicable law, all persons hired will be required to verify identity and eligibility to work.
Phishing and Recruitment Scam Warning:
We take your security seriously. Please be aware that recruitment scams are increasingly common and scammers may create email addresses or websites to impersonate Honeycomb employees. To help protect you:
- 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
Diversity & Accommodations:
We're committed to building a diverse, inclusive, and equitable workplace—where people of all backgrounds, identities, experiences, and abilities are welcomed, valued, and supported. We recognize that there is no single path to success and embrace nontraditional career journeys and diverse perspectives as key to building stronger, more innovative teams.
We strive to ensure an inclusive experience throughout every stage of our hiring process and are happy to provide reasonable accommodations as needed. If you require accommodations or accessible formats at any point during our hiring process, please let your recruiter know.
As an equal opportunity employer our hiring process is designed to put you at ease and help you show your best work. If there’s anything we can do to improve your experience, we’re always open to feedback.
Privacy Notice:
If you apply for a job at Honeycomb and your application is unsuccessful (or you withdraw from the process or decline our offer), Honeycomb will retain your information after your application for a period of time in accordance with local laws. We retain this information for various reasons, including in case we face a legal challenge in respect of a recruitment decision, to consider you for other current or future jobs at Honeycomb, and to help us better understand, analyze and improve our recruitment processes.
For more information regarding our privacy practices please see the Honeycomb Privacy Notice.
If you do not want us to retain your information for consideration for other roles, or want us to update it, please contact [email protected]. Please note, however, that we may retain some information if required by law or as necessary to protect ourselves from legal claims.
Top Skills
AWS
Azure
GCP
Genai
Observability
SaaS
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