Strategic Partnership Manager

It’s an exciting time to work at Hive Streaming! We have been growing over 100% every year in the last four years and in October 2020, we were recognized as SaaS company of the year in the Nordics.

In these turbulent times, great employee video communication is crucial for enterprises to create engagement and alignment to survive and succeed. At Hive Streaming we are proud to offer a relevant solution to this demand. We help multiple Fortune 500 customers understand, secure, and optimize their video experience on a daily basis.

We are now looking for a Strategic Partnership Manager to join our Alliances & Go-to-Market team at our office in Stockholm.

What are Hive Alliances & Go-to-Market?

Hive Alliances & Go-to-Market team’s responsibilities include driving executive and field relationships with leading Strategic and Advisory Partners. The team establishes and grows business and technical relationships with Hive’s partners. Enabling top-line revenue growth, overall end partner advocacy and partner adoption across designated market segments.

Hive has many partners that they cherish, with whom the team’s focus is building communities and strong relationships; Microsoft is one of the important ones! The team supports the rest of Hive Streaming business unit with knowledge about our partners and how to successfully collaborate with them to reach greater success.



What to expect

You can expect an atmosphere of creativity and innovation together with fantastic workplace diversity here at Hive Streaming. Today, we have over 25 nationalities among our 95 co-workers around the globe. You will be the 3rd member of the Global Alliances & Go-to-market team and you will be working closely with the Microsoft Partner Community Manager and VP Alliance. The team has an inclusive culture with high ambitions and the ability to stretch within and across the organization.

The perfect fit for Hive is someone who thinks independently but works collaboratively to solve complex problems.  

We will offer you…

An innovative and dynamic customer-centric workplace where we empower one another

Work in a fast-paced scale-up within a global context 

Onboarding training and collaboration with experienced colleagues

Development opportunities, since we just keep growing



Working as a Strategic Partnership Manager

You are responsible for building and scaling Hive businesses with strategic partners. In this role you will be working with our largest or strategic partnerships, ranging from Microsoft to global consultancy firms to leading technology providers. Your role is crucial in developing go-to-market approaches, creating new joint pipeline and revenue streams, getting Hive & partner stakeholders together, rolling out joint campaigns and supporting deals­ at key joint accounts from sales identification, sales closing up to onboarding.

In the initial phase of contact with a new strategic partner, you would be involved in all activities to build up the relationship and help the partner sell Hive. Once the relationship is established and sales are realized, Hive’s sales team would take over the incoming opportunities and you would maintain the remain as the main contact point within Hive for our strategic Partners for more strategic & business development topics.

You will be working as partner ambassador within Hive and you will be the primary contact for all related strategic partnering activities reporting to the Head of Alliances.



You will…

- Manage as well as help to recruit and activate partners; scouting, sourcing, negotiating, signing and launching deals
- ­Ensure alignment or and development of joint Go-To-Market for Strategic Partners
- Ensure alignment on all levels within Hive & Strategic Partners to drive execution of the joint Go-To-Market
- ­Ensure executive support and focus regarding the sales strategy at the Partner organizations
- Manage and own end to end relationships with partners and maintain senior executive-level contacts
- Manage multi-party stakeholder objectives to build sustainable and mutually beneficial relationships
- Secure new and innovative integrations, distribution models, and co-marketing initiatives that drive revenue. Create mutual success for customers and partners through innovative solutions that leverage Hive’s unique capabilities
- Identify future opportunities for mutual business expansion and drive corresponding projects
- ­Ensure development and operationalization of distinctive sales campaigns based on the joint sales strategy in close collaboration with partner, marketing, sales management and other relevant units of Hive
- Provide key deal support for both Hive Teams & the Strategic Partnerships
- Improve field sales and delivery capacity by making enablement available for Hive & Strategic Partners ensuring that skills are developed in line with joint business plans


Previous Experience

- 7+ years of experience of sales in B2B
- Bachelor or Master's Degree within Business, Economics or similar
- Field experience in partner ecosystem either in sales or services and preferred industry knowledge of Telci, Sis or Microsoft Partner Ecosystem
- Experience in Go-To-Market execution
- Ability to articulate and position company value proposition to C-level audiences
- Understanding of alliances and partner dynamics
- Any partner management system knowledge, Salesforce knowledge or additional data skills is desired
- Fluent in English
- French or/and Spanish speaking is a plus


You also love challenging yourself, create structure & process, have an entrepreneurial mindset and enjoy working cross-functionally!

The perfect match will be…

- Business savvy, who understands strategies and priorities of the business and applies the knowledge to achieve objectives
- Result-oriented, who pursues challenging goals and works smartly to achieve them
- A problem solver, who loves challenges and comes up with effective and workable solutions to problems
- Service-minded, who has a visible approach and shows sincere interest in customers and their concerns
- An initiator, who initiates activities and project independently and get others on board
- An influencer who establishes credibility; responds convincingly to challenges and conveys energy in interactions with others




You are aligned and want to live by our Core Values; customer-centricity, innovation, empowerment.



We hope you are excited about this opportunity and look forward to your applica...