Senior Partner Manager – Cloud Native, Kubernetes

🔥 12 minutes ago

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Kubermatic

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2016

🤝 B2B

🏢 Enterprise

☁️ SaaS

B2B • Enterprise • SaaS

Kubermatic is a cloud-native infrastructure company that provides automated, enterprise-grade Kubernetes platforms and services for hybrid, multi-cloud, on‑prem and edge environments. Its product portfolio includes the Kubermatic Kubernetes Platform for large-scale cluster automation, KubeOne for single-cluster installation and support, KubeLB for multi-tenant load balancing, Kubermatic Virtualization to run VMs on Kubernetes, and a Developer Platform (KDP) to accelerate developer productivity. Kubermatic offers managed subscriptions, open-source components, and integrations across major clouds and infrastructure stacks to help organizations operate thousands of clusters with reduced management overhead and improved resource efficiency.

📋 Description

• Own the alliance with the lead infrastructure vendor partner and its distribution channel • Manage joint account planning, deal registration, distributor quoting and price books, and escalations into the vendor’s field organisation • Own system integrator relationships, including prime/subcontractor constructions where the SI bids and Kubermatic delivers • Coordinate scope, pricing and compliance paperwork with the bid desk and legal team • Own partner-sourced and partner-influenced pipeline end-to-end: recruit, onboard, activate and hold partners accountable • Build the partner program, including tiering, margin and discount framework, deal registration and certification path • Enable partner sales and pre-sales teams on the portfolio and market plays • Maintain accurate partner data and forecasts in HubSpot • Report partner pipeline, attach rate and coverage to leadership • Feed partner requirements into product and marketing through solution briefs, collateral and shared events

🎯 Requirements

• Experience building and growing B2B technology partnerships with OEMs, distributors, resellers or system integrators • Personal responsibility for sourced or influenced revenue • Experience selling through a two-tier or OEM channel, including deal registration, distributor quoting and joint account planning through closed deals • Experience with deals where the partner was the prime contractor and the company delivered as subcontractor in public sector or large enterprise procurement • Technical fluency in Kubernetes and cloud-native infrastructure sufficient to run partner enablement and qualify technical fit without an engineer present • German at C1 level • English at B2+ level • Willingness to travel regularly to partners, customers and industry events across DACH and the EU • Nice to have: channel program creation from scratch, Kubernetes/CNCF network, infrastructure vendor or open-source/open-core commercial background, and working knowledge of HubSpot

🏖️ Benefits

• Room for own ideas and personal growth • Direct access to sales leadership and the founders • Remote work indicated by "Hamburg (Remote)" • Travel to partners, customers and industry events across DACH and the EU