Head of Partner Ecosystem - Americas

SORACOM

11h•Remote

About The Position

This is an ecosystem operating role with a leadership mandate, not a program management role with a team attached to it. As Head of Partner Ecosystem reporting to the regional CEO, you will lead Soracom's Partner Success Leaders and Partner Development Leaders across the Americas, owning the full partner lifecycle from recruitment and onboarding through activation, revenue contribution, and compounding ecosystem growth. You will be accountable for the team's output and personally embedded in the highest-leverage partner relationships. You are a player-coach in the truest sense: you develop operators, and you are one. The best partner ecosystems are built on partner quality, executive sponsorship, data visibility, and the deliberate use of levers like incentives, joint planning, and CRM integration. You know how to make those flywheels turn. You also know how to recognize when one is turning the wrong way, and how to intervene before a negative spiral takes hold. This role is for someone on a trajectory toward Chief Ecosystem Officer or Chief Partnerships Officer, with the commercial instincts, operational rigor, and executive presence to eventually own this function at the company level. We are building that future here.

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

Nice To Haves

Experience with cellular or IoT connectivity solutions and services
Built toward or operated at a VP or Chief Partnerships / Ecosystem Officer level
AWS Partner Network experience; understanding of cloud-era partner ecosystems required
Hands-on experience with Salesforce CRM, PRM, or ecosystem intelligence platforms (Crossbeam, Tackle, or equivalent)
Used AI to build team-wide partner operating workflows — not just personal productivity tools
Also speak Spanish
Live in a major metro area with easy access to air travel (e.g., Chicago, Atlanta, Minneapolis, New York, Seattle, Denver, Phoenix, Los Angeles)

Responsibilities

Lead, coach, and develop a team of Partner Success Leaders and Partner Development Leaders.
Hold operators to outcome-based accountability rather than activity metrics, and set the standard by modeling that behavior yourself: tracking in the CRM, reporting on revenue and cycle time, owning a number.
Design and continuously improve the partner program structure: tiers, incentives, rules of engagement, onboarding sequences, and partner health scoring.
Prove the motion before scaling it.
Own partner-sourced and partner-influenced pipeline targets for the Americas.
Lead QBRs grounded in partner performance data.
Prove measurable ecosystem contribution to the GTM motion.
Define and hold the handoffs between Partner Development and Partner Success.
Work in close, continuous partnership with the Head of Sales and Head of Marketing, co-owning pipeline targets, aligning on partner-influenced deal strategy, and establishing the joint planning and communication rhythm that keeps the field sales team equipped, informed, and actively engaged in partner-sourced opportunities.
Represent the ecosystem in cross-functional planning, budget reviews, and strategic conversations.
Personally own a select set of top-tier partners, those where executive sponsorship, deal complexity, or strategic importance require your direct involvement.
Use AI tools to run a faster, more data-informed ecosystem: partner scoring, pipeline intelligence, enablement content generation, QBR prep, and competitive signal monitoring.
Build AI fluency as a team capability.
Carry the ecosystem into rooms where it is not represented.
Build executive-level relationships with key partners, speak for the Soracom partner ecosystem internally to senior leadership and externally at industry events, and translate ecosystem performance into C-suite language: revenue, market access, speed, and ROI.

Benefits

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