149K–175K GBP / year
Director, EMEA Partnerships
Business developmentRemote — EMEA
Published on 2026-11-04
These details were extracted automatically from the original listing. They may not be complete or fully up to date — it's worth checking the original job post.
About this role
Lead Honeycomb’s partnerships strategy and execution across EMEA, with AWS as the primary strategic partner. Build partner-driven pipeline and revenue through co-selling, co-marketing, channel enablement, and close collaboration with regional sales and marketing teams.
About the company
Honeycomb is an observability platform for debugging production systems with high-cardinality telemetry. It serves engineering teams that need to investigate complex distributed systems quickly.
What you'll do
- Lead the EMEA relationship with AWS from initial engagement through deal close
- Support EMEA sellers with partner expertise, pipeline reviews, and deal strategy
- Build and run co-selling and co-marketing programs with software, services, and channel partners
- Lead partner field enablement, workshops, and event sponsorships
- Identify European software partners for joint selling
- Set EMEA partnership priorities and investment decisions
- Build executive relationships with partners
- Track partner-sourced and partner-influenced pipeline in Salesforce and report against goals
What we're looking for
- Hands-on experience selling with or partnering with AWS
- Business development or partnerships experience with a record of generating partner pipeline
- Experience working with sales and marketing teams to achieve go-to-market and quota goals
- Experience developing strategy with internal and external C-suite teams
- Able to work autonomously across time zones and manage ambiguity
- Strong understanding of mutual value creation for Honeycomb, its partners, and their customers
- Ability to identify partner needs and build programs to address them
Nice to have
- Observability experience or experience at a partner in the observability space
Benefits
- Generous equity with an employee-friendly stock program
- Unlimited PTO
- Home office, coworking, and internet stipend
- Full benefits coverage for employees, with additional coverage available for dependents
- Up to 16 weeks of paid parental leave
- Annual development allowance