Strategic Partner Manager

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HiveMQ

Site WebLinkedInTous les Emplois

51 - 200 employés

Fondée en 2012

☁️ SaaS

🏢 Entreprise

🤝 B2B

💰 Venture Round - HiveMQ en 2025-01

SaaS • Enterprise • B2B

HiveMQ est une entreprise de logiciels qui fournit une plateforme de données en temps réel basée sur MQTT pour diffuser, contextualiser, régir et agir sur la télémétrie opérationnelle des dispositifs en périphérie jusqu'aux systèmes d'entreprise. Son portefeuille de produits comprend une offre gérée dans le cloud (HiveMQ Cloud), un courtier MQTT auto-géré, des passerelles edge, un hub de données et des outils d'analyse pour permettre des charges de travail IoT et industrielles critiques et toujours disponibles. HiveMQ sert principalement les clients d'entreprise dans la fabrication, l'énergie, les centres de données, le transport et d'autres industries, permettant des déploiements SaaS B2B qui alimentent les flux de travail d'IA et d'analytique avec des données de confiance, en temps réel.

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.

🎯 Exigences

• 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).

🏖️ Avantages

• Health insurance • Flexible work arrangements • Professional development opportunities