Strategic Partner Manager

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

📋 Description

• Drive the pipeline generated and influenced by partners, aligning with quarterly and annual revenue objectives.

• Create, oversee, and forecast a partner deal pipeline, ensuring strong visibility into the stages of opportunities.

• Expedite deals through co-selling, technical alignment, readiness for the marketplace, and resolving issues.

• Develop and implement strategic account plans for Tier 1 partners, including GSIs/SIs, VARs, ISVs, and traditional technology providers.

• Lead account mapping efforts to identify mutual targets in collaboration with partner field teams and HiveMQ sellers.

• Formulate partner strategies aligned with industries such as Automotive, Manufacturing, Energy, and other industrial sectors.

• Onboard and equip new and existing partners with HiveMQ’s technology stack, use cases, and unique selling propositions.

• Prepare partners for co-selling initiatives, including solution positioning, demonstrations, certifications, and competitive insights.

• Provide ongoing partner training, workshops, enablement modules, and readiness programs.

• Execute in-field go-to-market (GTM) activities such as co-selling, workshops, vertical campaigns, and joint prospect engagements.

• Identify and act on co-marketing opportunities with strategic partners to enhance awareness and lead generation.

• Monitor and report sourced revenue, influenced revenue, partner pipeline, and activity metrics.

• Ensure the accuracy of partner data and pipeline in Salesforce (SFDC).

• Utilize Crossbeam for account mapping, overlap analysis, and ecosystem insights.

• Participate in and assist in organizing partner QBRs and governance meetings.

⛳️ Requirements

• 8–15 years of experience in partner management and/or enterprise sales.

• Practical experience with Salesforce (SFDC) for managing pipelines and Crossbeam for partner ecosystem mapping.

• Proven success in generating partner-sourced and influenced pipeline, directly collaborating with GSIs/SIs (e.g., Accenture, TCS, Concept Reply) and value-added resellers (e.g., WWT, AHEAD).

• Familiarity with enterprise technology providers such as Snowflake, ServiceNow, ClickHouse, Databricks, or other data/analytics ecosystems.

• Experience working with AWS, GCP, and Microsoft co-sell programs and marketplaces.

• Background in working with industrial/OT vendors or platforms (e.g., HighByte, Ignition, MaintainX).

• Experience in high-growth SaaS, industrial IoT, or real-time data technology sectors.

• Understanding of partner tools, including PRM platforms (e.g., PartnerStack, Allbound, Channeltivity, etc.).

🏝️ Benefits

• HiveMQ is the Industrial AI Platform aiding enterprises in transitioning from connected devices to intelligent operations.

• Our culture embodies Effortless → Empowered → Relentless.

• Act with confidence and ownership while continually pushing the boundaries of what’s achievable.

• Join us to shape the future of intelligent industry.