Strategic Partner Manager

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HiveMQ

WebsiteLinkedInAlle Stellen

51 - 200 Mitarbeiter

Gegründet 2012

☁️ SaaS

🏢 Unternehmen

🤝 B2B

💰 Venture Round - HiveMQ im 2025-01

SaaS • Enterprise • B2B

HiveMQ ist ein Softwareunternehmen, das eine auf MQTT basierende Echtzeit-Datenplattform bereitstellt, um Betriebs-Telemetrie von Edge-Geräten zu Unternehmenssystemen zu streamen, zu kontextualisieren, zu verwalten und darauf zu reagieren. Das Produktportfolio umfasst ein cloud-verwaltetes Angebot (HiveMQ Cloud), einen selbstverwalteten MQTT-Broker, Edge-Gateways, Daten-Hub und Analytik-Tools, um jederzeit verfügbare, mission-critical IoT- und industrielle Arbeitslasten zu ermöglichen. HiveMQ bedient in erster Linie Unternehmenskunden in den Bereichen Fertigung, Energie, Rechenzentren, Transport und anderen Industrien und ermöglicht B2B SaaS-Einsätze, die KI und Analytik-Workflows mit vertrauenswürdigen, Echtzeit-Daten versorgen.

Beschreibung

• 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.

🎯 Anforderungen

• 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).

🏖️ Vorteile

• Health insurance • Flexible work arrangements • Professional development opportunities