Vice President of Global Alliances and Channels, HiveMQ
Data movement for connected devices
Be an early applicant
Data movement for connected devices
101-200 employees
Be an early applicant
101-200 employees
Company mission
To connect billions of IoT devices through MQTT in a secure, reliable, and scalable manner.
Role
Who you are
- 15+ years in enterprise partnerships, channel sales, or alliances—with 8+ years of global leadership experience scaling programs that materially contribute to ARR
- Demonstrated success leading global channel ecosystems with multiple partner types (OEMs, GSIs, cloud marketplaces, resellers, technology alliances)
- Deep understanding of enterprise SaaS and infrastructure—ideally within IoT, middleware, messaging, or edge/cloud-native environments
- A strategic and operational leader with a track record of building from scratch, scaling globally, and delivering measurable impact
- Strong commercial acumen with experience in enterprise deal structuring, joint solution packaging, and multi-party negotiations
- Startup and scale-up experience—you thrive in fast-paced, ambiguous environments and know how to build systems that scale
- Strong executive presence and ability to influence at the C-level, both internally and externally
- Data-driven and outcomes-oriented—comfortable owning a revenue number and using analytics to drive decisions
- Emotionally intelligent, intellectually curious, and committed to building strong cross-functional relationships
- A builder, coach, and challenger—who expects excellence and lifts others to get there
What the job involves
- We are seeking a Vice President of Global Alliances & Channels to lead our partner ecosystem and help drive HiveMQ’s next stage of growth
- This is a high-impact, executive leadership role responsible for developing and scaling our global partnerships strategy across OEM, GSI, reseller, and cloud marketplace channels
- As VP, you’ll sit on the revenue leadership team and play a critical role in shaping how HiveMQ engages with the broader ecosystem to drive revenue, market expansion, and customer success
- Define and own HiveMQ’s global channel and alliances strategy, ensuring alignment to company growth goals, go-to-market motions (PLG/SLG), and strategic verticals
- Build and operationalize a partner ecosystem that accelerates net-new ARR through sourced and influenced revenue
- Identify, recruit, and enable high-impact partners globally—with a focus on vertical expansion, geographic scale, and co-innovation
- Lead and scale a high-performing global team of partner leaders, instilling operational rigor, strategic discipline, and a culture of accountability and excellence
- Architect scalable partner programs—covering onboarding, enablement, co-sell execution, and partner success management
- Own executive-level partner relationships and complex commercial negotiations, including strategic deal structuring, conflict resolution, and joint planning
- Establish and track KPIs for partner-sourced pipeline, partner-influenced revenue, and partner-led customer outcomes
- Collaborate cross-functionally with Sales, Marketing, Product, RevOps, and Customer Success to ensure channel motions are well-integrated, resourced, and impactful
- Serve as the executive voice of the partner ecosystem—informing product strategy, influencing pricing/packaging decisions, and representing HiveMQ at key industry and partner events
- Drive process innovation and tooling improvements to increase partner velocity, reduce friction, and enhance ROI across the funnel
- Contribute to company-wide GTM strategy, bringing partner-centric insight into revenue planning, board updates, and operational execution
Our take
The concept of the Internet of Things (IoT) presents huge potential for smart devices of the future, enabling the transferring of data between devices for cutting-edge enterprise workflows. However, it is currently difficult to transfer the necessary data quickly and reliably to facilitate a seamless IoT experience for enterprises, preventing the technology from being a reliable business solution.
HiveMQ provides an IoT data transfer solution, leveraging software designed for cloud-native deployments to utilize cloud resources and reduce bandwidth for seamless data transfers. The technology can facilitate connections of up to 10 million devices, guaranteeing that no data is lost when empowering enterprises.
Whilst other data transfer solutions are sufficient for consumer-grade connections, HiveMQ has recognised that this is not so for enterprises. The company's technology can be deployed on private, hybrid and public clouds such as AWS and Microsoft Azure, and is paired with the HiveMQ Cloud Platform to facilitate cluster management. In March 2023, HiveMQ achieved an impressive benchmark of 200 million simultaneous connections, indicating its platform's growing strength.
Freddie
Company Specialist at Welcome to the Jungle
Insights
57% employee growth in 12 months
Company
Funding (2 rounds)
May 2022
$46.8m
SERIES A
May 2021
$10.9m
SEED
Total funding: $57.7m
Company benefits
- Support for your personal and professional development
- Flexible working hours, performance-related pay and fun at work
- A Macbook and iPhone
- Monthly virtual team events
- A modern workplace and friendly, open-minded colleagues
- A body within the company to help you find your way right from the start
- Annual offsite event for all HiveMQers
Company HQ
Landshut, Landshut, Germany
Leadership
Christian Meinerding
(Co-Founder & CEO)Graduate of the Technical University of Munich with a Masters of Science in Computer Science.
Dominik Obermaier
(Co-Founder & CTO)Software Developer for DE Software & Control from 2008 to 2010. Experience as Software Architect for BayCIX GmbH from 2010 to 2012.
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