Strategic Partner Manager

🕒 Maio 18

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HiveMQ

SiteLinkedInTodas as Vagas

51 - 200 funcionários

Fundada em 2012

☁️ SaaS

🏢 Corporativo

🤝 B2B

💰 Venture Round - HiveMQ em 2025-01

SaaS • Enterprise • B2B

A HiveMQ é uma empresa de software que oferece uma plataforma de dados em tempo real baseada em MQTT para transmitir, contextualizar, gerenciar e agir sobre telemetria operacional de dispositivos de borda para sistemas empresariais. Seu portfólio de produtos inclui uma oferta gerenciada na nuvem (HiveMQ Cloud), um broker MQTT autogerenciado, gateways de borda, hub de dados e ferramentas de análise para possibilitar cargas de trabalho IoT e industriais críticas sempre ativas. A HiveMQ atende principalmente clientes empresariais nos setores de manufatura, energia, data centers, transporte e outras indústrias, permitindo implantações SaaS B2B que alimentam fluxos de trabalho de IA e análises com dados confiáveis e em tempo real.

Descrição

• Drive partner-sourced and influenced pipeline tied to quarterly and annual revenue goals. • Build, manage, and forecast a partner deal pipeline with strong visibility into opportunity stages. • Accelerate deals through co-selling, technical alignment, marketplace readiness, and issue resolution. • Build and execute strategic account plans for Tier 1 partners across GSIs/SIs, VARs, ISVs, and traditional tech providers. • Lead account mapping to identify joint targets with partner field teams and HiveMQ sellers. • Develop industry-aligned partner strategies for Automotive, Manufacturing, Energy, and other industrial verticals. • Onboard and enable new and existing partners on HiveMQ’s technology stack, use cases, and differentiators. • Prepare partners for co-selling (solution positioning, demos, certifications, competitive knowledge). • Deliver ongoing partner enablement, workshops, training modules, and readiness programs. • Drive in-field GTM activities, including co-selling, workshops, vertical campaigns, and joint prospect engagements. • Identify and execute co-marketing opportunities with strategic partners to drive awareness and lead generation. • Work cross-functionally with Sales, Marketing, RevOps, Product, Partner Engineering, and Customer Success. • Track and report sourced revenue, influenced revenue, partner pipeline, and activity metrics. • Maintain partner data and pipeline accuracy in Salesforce (SFDC). • Use Crossbeam for account mapping, overlap analysis, and ecosystem insights. • Participate in and help run partner QBRs and governance cadences.

🎯 Requisitos

• 8–15 years of partner management and/or enterprise sales experience. • Hands-on experience with Salesforce (SFDC) for pipeline management and Crossbeam for partner ecosystem mapping. • Proven track record of generating partner-sourced and influenced pipeline, working directly with GSIs/SIs (e.g., Accenture, TCS, Concept Reply) & value-added resellers (WWT, AHEAD) • Familiarity with enterprise technology providers such as Snowflake, ServiceNow, ClickHouse, Databricks, or other data/analytics ecosystems • Familiarity working with AWS, GCP and Microsoft co-sell programs and marketplaces • Background working with industrial/OT vendors or platforms (HighByte, Ignition, MaintainX). • Experience in high-growth SaaS, industrial IoT, or real-time data technology companies. • Knowledge of partner tools such as PRM platforms (PartnerStack, Allbound, Channeltivity, etc).

🏖️ Benefícios

• Health insurance • Flexible work arrangements • Professional development opportunities