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.
Drive in-field GTM activities, including co-selling, workshops, vertical campaigns, and joint prospect engagements.
Track and report sourced revenue, influenced revenue, partner pipeline, and activity metrics.

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).

Our culture is Effortless → Empowered → Relentless
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

Strategic Partner Manager

Key skills