[Hiring] Strategic Partner Manager @HiveMQ GmbH

Role Description

The Strategic Partner Manager is responsible for driving partner-sourced and partner-influenced revenue across an assigned territory. This role operates as an overlay to the HiveMQ sales organization, activating and enabling strategic partners—including GSIs/SIs, ISVs, and cloud providers—to generate new opportunities, accelerate active deals, and expand our market presence.

The ideal candidate will excel at:

• Building and executing strategic Tier 1 partner account plans
• Conducting detailed account mapping
• Initiating strong field-level co-sell motions with partner sellers and HiveMQ sales teams
• Onboarding and enabling partners
• Communicating technical concepts such as MQTT, industrial data flows, and cloud marketplace procurement
• Driving joint GTM initiatives that produce measurable revenue impact

This individual is proactive, organized, and collaborative, with strong command of tools like Salesforce (SFDC) for pipeline management and Crossbeam for partner ecosystem insights. They operate with executive presence, strong relationship-building skills, and are capable of scaling partner ecosystems, accelerating deals, and expanding HiveMQ’s influence across industrial and enterprise markets.

Qualifications

• 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.)

Requirements

• 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

Benefits

• Competitive salary and performance-based bonuses
• Comprehensive health, dental, and vision insurance
• Flexible working hours and remote work options
• Professional development opportunities
• Collaborative and innovative work environment