Strategic Partner Manager

HiveMQ

Strategic Partner Manager driving partner-sourced revenue for HiveMQ's Industrial AI Platform. Enabling strategic partners and executing account plans to expand market presence.

Posted 5/18/2026full-timeRemote • 🇺🇸 United StatesSeniorLead💰 $173,000 - $240,000 per yearWebsite

Tech Stack

Tools & technologies

AWSGoogle Cloud PlatformIoTServiceNowSFDC

About the role

Key responsibilities & impact

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.

Requirements

What you’ll need

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).

Benefits

Comp & perks

Health insurance
Flexible work arrangements
Professional development opportunities

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

partner managemententerprise salespipeline managementaccount mappingco-sellingpartner enablementrevenue trackingdata analyticsstrategic account planningissue resolution

Soft Skills

leadershipcommunicationcollaborationstrategic thinkingproblem-solvingtrainingworkshop facilitationcross-functional teamworkrelationship buildingnegotiation