Strategic Partner Manager

🕒 May 18

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HiveMQ

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2012

☁️ SaaS

🏢 Enterprise

🤝 B2B

💰 Venture Round - HiveMQ on 2025-01

SaaS • Enterprise • B2B

HiveMQ is a software company that provides an MQTT-based real-time data platform to stream, contextualize, govern, and act on operational telemetry from edge devices to enterprise systems. Its product portfolio includes a cloud-managed offering (HiveMQ Cloud), a self-managed MQTT broker, edge gateways, data hub and analytics tooling to enable always-on, mission-critical IoT and industrial workloads. HiveMQ primarily serves enterprise customers in manufacturing, energy, data centers, transportation and other industries, enabling B2B SaaS deployments that feed AI and analytics workflows with trusted, real-time data.

📋 Description

• 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.

🎯 Requirements

• 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).

🏖️ Benefits

• Health insurance • Flexible work arrangements • Professional development opportunities