Vice President - Global Alliances and Channels

Summary

Join HiveMQ as the Vice President of Global Alliances & Channels to lead the partner ecosystem and drive company growth. This executive leadership role involves developing and scaling the global partnerships strategy across various channels. You will define and own the global channel and alliances strategy, build and operationalize a partner ecosystem, identify and recruit high-impact partners, and lead a high-performing global team. The role also includes architecting scalable partner programs, managing executive-level partner relationships, establishing and tracking KPIs, collaborating cross-functionally, serving as the executive voice of the partner ecosystem, driving process innovation, and contributing to the company-wide GTM strategy.

Requirements

• 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

Responsibilities

• 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