Strategic Partner Manager
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Job Description
Strategic Partner Manager driving partner-sourced revenue for HiveMQ's Industrial AI platform. Responsible for enabling strategic partners and expanding market presence.
Responsibilities:
- 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:
- Job advertisements of HiveMQ GmbH are always directed at female, male and various applicants, regardless of age, gender, religion, sexual identity, disability, race, ethnic origin, world view, etc.
- The selection of a candidate is exclusively based on qualifications.
- For organisational reasons, we cannot return application documents and cannot reimburse any expenses that you incur during the application process.
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