Senior Partner Manager – Cloud Native, Kubernetes

This is a fully remote position, open to applicants in Germany.

📋 Description

• Take charge of the alliance with the primary infrastructure vendor partner and its distribution network.

• Oversee joint account strategies, deal registrations, distributor quotations, pricing catalogs, and escalate issues to the vendor's field organization.

• Manage relationships with system integrators, including prime and subcontractor arrangements where the SI bids and Kubermatic provides delivery.

• Facilitate the coordination of scope, pricing, and compliance documentation with the bid desk and legal department.

• Handle the complete partner-sourced and partner-influenced pipeline: recruit, onboard, activate, and ensure partners meet accountability standards.

• Develop the partner program, encompassing tiering, margin and discount structures, deal registration, and certification pathways.

• Equip partner sales and pre-sales teams with knowledge on the portfolio and market strategies.

• Keep precise partner data and forecasts updated in HubSpot.

• Present partner pipeline, attach rate, and coverage metrics to leadership.

• Convey partner needs into product and marketing through solution briefs, marketing materials, and collaborative events.

⛳️ Requirements

• Proven experience in establishing and expanding B2B technology partnerships with OEMs, distributors, resellers, or system integrators.

• Personal accountability for revenue that is sourced or influenced.

• Background in selling through a two-tier or OEM channel, including deal registration, distributor quotations, and collaborative account planning leading to closed deals.

• Experience with agreements where the partner served as the prime contractor and the company operated as a subcontractor in public sector or large enterprise procurement.

• Technical proficiency in Kubernetes and cloud-native infrastructure that allows for partner enablement and assessment of technical suitability without the presence of an engineer.

• Proficiency in German at C1 level.

• Proficiency in English at B2+ level.

• Willingness to travel frequently to partners, customers, and industry events throughout DACH and the EU.

• Preferred qualifications: creation of channel programs from the ground up, familiarity with the Kubernetes/CNCF network, experience with infrastructure vendors or open-source/open-core commercial backgrounds, and working knowledge of HubSpot.

🏝️ Benefits

• Opportunity for personal ideas and growth.

• Direct access to sales leadership and company founders.

• Remote work opportunity indicated by "Hamburg (Remote)."

• Travel to partners, customers, and industry events across DACH and the EU.