Strategic Partner Manager

HiveMQ is the Industrial AI Platform helping enterprises move from connected devices to intelligent operations. Built on the MQTT standard and a distributed edge-to-cloud architecture, HiveMQ connects and governs industrial data in real time, enabling global leaders like Audi, BMW, Eli Lilly, and Siemens to operationalize AI and drive innovation at scale.

At HiveMQ, our culture is Effortless → Empowered → Relentless. We make the complex simple, act with confidence and ownership, and never stop pushing the boundaries of what’s possible. Join us to power the future of intelligent industry.

HiveMQ’s Vision for this role:

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 PAM will develop and execute Tier 1 partner account plans, lead in-field GTM activities, and ensure partners are fully enabled to position and sell HiveMQ solutions alongside our account teams.

About the role:

The ideal candidate will excel at building and executing strategic Tier 1 partner account plans, conducting detailed account mapping, and initiating strong field-level co-sell motions with partner sellers and HiveMQ sales teams. The candidate is highly effective at onboarding and enabling partners, communicating technical concepts such as MQTT, industrial data flows, and cloud marketplace procurement, and 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 are are capable of scaling partner ecosystems, accelerating deals, and expanding HiveMQ’s influence across industrial and enterprise markets.

Key Responsibilities

Partner Revenue & Pipeline Development

• 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.

Partner Planning & Strategy

• 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.

Enablement & Partner Activation

• 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.

Field GTM Execution

• 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.

Reporting & Governance

• 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.

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.).