Head of Partner Ecosystem (Americas)

Soracom, a leading global IoT connectivity provider, as the Head of Partner Ecosystem for the Americas. In this pivotal role, you will lead the Partner Success and Partner Development teams, owning the full partner lifecycle and driving revenue growth. You will design and improve the partner program structure, own partner-sourced and partner-influenced pipeline targets, and define handoffs between Partner Development and Partner Success. You will also personally own a select set of top-tier partners and use AI tools to enhance ecosystem operations. This is a unique opportunity for someone on a trajectory toward Chief Ecosystem Officer or Chief Partnerships Officer.

About Soracom

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

Responsibilities

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

Requirements

• 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)
• 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
• 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
• AWS Partner Network experience; understanding of cloud-era partner ecosystems required

Preferred

• 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)

Join

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 used AI to build team-wide partner operating workflows — not just personal productivity tools

You also speak Spanish