Head of Partner Ecosystem (Americas)

Join Soracom, a leading global IoT connectivity platform, as the Head of Partner Ecosystem for the Americas. In this role, you will lead the Partner Success and Partner Development teams, own the full partner lifecycle, and drive revenue growth. You will also design and improve the partner program structure, define handoffs between teams, and personally own select top-tier partners. This is a player-coach role, where you will develop your team while also being hands-on in partner relationships.

• Lead and develop a team of Partner Success Leaders and Partner Development Leaders, holding them accountable for outcomes and modeling best practices.
• Design and continuously improve the partner program structure, including tiers, incentives, rules of engagement, onboarding sequences, and partner health scoring.
• Own partner-sourced and partner-influenced pipeline targets for the Americas, leading quarterly business reviews grounded in partner performance data.

• Globally minded and culturally fluent. You are excited to work across time zones and cultures as part of a genuinely global team, and you bring the cross-cultural intelligence to build trust with partners in every geography
• A systems architect. You see the ecosystem as inputs, levers, and loops. You design programs the way engineers design products, with measurable outputs and feedback built in, and you fix upstream problems before adding downstream activity
• An inclusive people leader. You build high-performing teams by creating clarity, trust, and accountability, and an environment where people can challenge ideas, grow, and do their best work
• A builder comfortable with ambiguity. You thrive in fast-moving environments, make decisions with incomplete information, and are energized by the chance to build something that compounds
• An operator before a relationship manager. You ask what a partner is supposed to produce before you ask how to keep them happy. The relationship is the vehicle, and the outcome is the destination. Your team knows this because you show them, not because you tell them
• A leader who stays close to the work. You have built and scaled partner teams without ever losing your hands-on instinct. You stay near the work because you want to be there, and your team can see it
• Demonstrated AI fluency as a daily operating practice
• Proven track record of partner-sourced and partner-influenced revenue, carried against a quota, with the metrics to back it up
• Cross-functional leadership across Sales, Marketing, Product, RevOps, and Finance
• Ability to travel approximately 30%, including strategic partner meetings, team gatherings, and industry events
• 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
• Experience designing or rebuilding partner programs: tiers, incentives, onboarding, partner health scoring
• We know great candidates don't always meet every qualification listed. If you're excited about this role and believe your experience could help us build a world-class partner ecosystem, we encourage you to apply — even if your background doesn't match every requirement or bonus qualification
• You have experience with cellular or IoT connectivity solutions and services
• You have built toward or operated at a VP or Chief Partnerships / Ecosystem Officer level
• You have hands-on experience with Salesforce CRM, PRM, or ecosystem intelligence platforms (Crossbeam, Tackle, or equivalent)
• AWS Partner Network experience; understanding of cloud-era partner ecosystems required
• You have used AI to build team-wide partner operating workflows — not just personal productivity tools
• You also speak Spanish
• You live in a major metro area with easy access to air travel (e.g., Chicago, Atlanta, Minneapolis, New York, Seattle, Denver, Phoenix, Los Angeles)