Partnerships Manager

HiveWatch; Los Angeles (CA); On-site; USD 135,000 - 165,000; Full time

Benefits offered by this job

Health coverage

401(k) with 4% company match

HQ in El Segundo, CA on Main Street

Flexible paid time off

Equity incentive plan

Job summary

HiveWatch, a leading security tech company in El Segundo, CA, seeks a Partnerships Manager to own the partner strategy and drive co-sell motions with reseller, referral, and tech partners. You will shape processes, enable sales teams, and build scalable partner programs while navigating complex corporate environments.

You’ll work closely with finance, legal, product, and the sales organization to create measurable impact and a thriving partner ecosystem that accelerates growth.

Qualifications

• 5+ years in partnerships, business development, sales, or related B2B role.
• Strong grasp of B2B sales: pipeline, buyer journeys, deal cycles, partner fit.
• Experience building relationships with partner sales teams and helping them sell.
• Ability to navigate complex corporate environments and build trust across finance, legal, product, sales, and leadership.
• Experience with reseller, co-sell, referral, or technology partner programs.
• Strategic thinker who also executes: builds processes and runs them.
• Comfortable being measured against KPIs.

Responsibilities

• Partner management and strategy: assess current partners and deepen relationships.
• Co-sell and partner enablement: enable partner sales teams to refer and sell more.
• Process and infrastructure: create onboarding, tracking, and KPI reporting.
• New partner development: join meetings, vet opportunities, pursue new partnerships.
• Internal relationships: build cross-functional alignment with finance, legal, product, sales, and leadership.

Skills

Partnerships

B2B sales

Relationship building

Communication

Strategic thinking

Cross-functional collaboration

Travel

Job description

HiveWatch is a tech-forward, inclusive organization fostering the evolution of the physical security industry. We are a diverse team of forward thinkers who empower each other to find creative and collaborative solutions in an industry ripe for modernization. We are passionate about the problems we’re solving for our customers and equally passionate about the company we’re building.

HiveWatch is here to help security teams pivot from chasing threats to preventing them. We protect organizations, people, and property through the intelligent orchestration of physical security programs. With better communication, more insights, and less “noise”, we are modernizing what it means for businesses and their employees to truly feel safe.

Funding and growth momentum. HiveWatch recently closed a $33M Series B, bringing total funding to over $65 million. The company is entering "Phase 2: Scale" with multiple Fortune 500 customers secured. 95% of Americans have interacted with a product, service, or brand protected by HiveWatch.

Founder with deep industry expertise. Ryan Schonfeld, Founder & CEO, began his career as a police officer and investigator before leading Global Security and Safety Technology at Fox Group. He founded HiveWatch to disrupt an antiquated physical security industry with AI-powered tools that free security operators from false alarms to focus on real threats.

Cutting-edge AI technology. Security leaders are under tremendous pressure to modernize their function using AI. HiveWatch is uniquely positioned to automate 90%+ of alarm responses for organizations, transforming how enterprise security teams work.

Culture of ownership and impact. This is an environment where you can take genuine ownership, build meaningful relationships, and deliver results quickly. If you want to help build and scale a rapidly expanding organization with a real path to advance your career, this is the place.

THE ROLE:

HiveWatch is building a world-class partner function, and this role sits at the center of it. As Partnerships Manager, you'll work directly with our VP of Sales to shape how we partner, co-sell, and grow. Sample partner types include resellers, co-sell partners, referral partners, and technology integration partners.

We've laid a solid foundation. You'll assess where we stand with each partner, build the processes that don't exist yet, and turn good relationships into a shared pipeline. You'll get close to our sales team, our customers, and our buyers so you can spot where a partner adds real value.

This role is strategic and KPI-driven. You'll own relationships, process, and enablement, and we'll set KPIs together that evolve as the business does. You don't need to carry a quota today. You do need a seller's mindset: you think in buyers, deals, and outcomes.

This is a chance to build a function from the ground up. As HiveWatch scales, the partner channel scales, and so does your scope.

WHAT YOU'LL DO:

Partner management and strategy

• Assess where we stand with each current partner and build a plan to deepen each relationship

• Find deeper use cases and new ways to work together

• Bring strategic oversight across our partner types, keeping partner activity tied to HiveWatch's business goals

Co-sell and partner enablement

• Serve as a primary point of contact for our key co-sell motions

• Work directly with partner sales teams to enable them to refer and sell more

• Unlock a shared sales motion between our sales team and our partners

Process and infrastructure

• Create the process for onboarding new partners

• Define how we track and report partner performance against KPIs

• Build playbooks that scale as the partner channel grows

New partner development

• Join meetings with prospective partners

• Attend industry shows and vet the viability of new partner opportunities

• Identify and pursue new partnership opportunities

Internal relationships

• Build relationships with finance, legal, product, sales, post-sales, and the leadership team. They're all important partner stakeholders.

• Use sound judgment to prioritize across competing requests and focus on what moves the business
  

REQUIRED QUALIFICATIONS:

• 5+ years of experience in partnerships, business development, sales, or a related B2B role

• Strong grasp of how B2B sales works: pipeline, buyer journeys, deal cycles, and where partners fit

• Experience building relationships with partner sales teams and helping them sell

• Ability to navigate complex corporate environments and build trust across finance, legal, product, sales, and leadership

• Experience with reseller, co-sell, referral, or technology partner programs

• Strategic thinker who also executes: you build the process, then run it

• Comfortable being measured against KPIs

• Strong written and verbal communicator

• Ability to travel to industry shows and partner meetings

Preferred qualifications

• Prior direct sales experience (AE, SDR/BDR, or similar)

• Experience in physical security, cyber security, or adjacent industries

• Experience building partner processes in a scaling company

Don't have a security background? That's fine. Show us you're curious and that you take the time to understand a business and its buyer.

Characteristics most important to us

Seller's mindset

You think about buyers, deals, and outcomes. You get close to our sales team, our customers, and our buyers. You know a partnership only matters if it helps someone win.

Curiosity

You take the time to understand our business, our product, and the people we sell to. You ask good questions before you propose answers.

Builder mentality

You're not here to manage what exists. You create a structure where there isn't any, test what works, and iterate fast.

Coachable, with conviction

You take direction and learn quickly. Once you're up to speed, you hold your ground when you have the reasoning to back it up.

Strategic and resourceful

You can navigate complex corporate environments and bring people along. When something's stuck, you find a way.

Fit for our pace

HiveWatch moves fast and has fun doing it. You bring energy, a sense of humor, and a bias toward action.

Additional info

Base salary range: $135,000 - $165,000

Eligible for bonus

Eligible to participate in HiveWatch Equity Incentive Plan

The final offer will be at the company's sole discretion and determined by multiple factors, including years and depth of relevant experience, expertise, and other business considerations.

Benefits & Culture:

At HiveWatch, we’re passionate about taking care of our people — and it shows in the benefits we offer. Our team enjoys:

• Comprehensive health coverage: medical, dental, vision, and life insurance

• Cutting-edge work in an emerging field with huge growth potential

• Competitive compensation packages designed to reward top talent

• A modern, newly renovated HQ right on Main Street in El Segundo, CA

• 401(k) with a 4% company match to help you invest in your future

• Flexible paid time off so you can recharge when you need it

• A family-friendly, compassionate culture that values balance and belonging

We encourage you to challenge the status quo, share your perspective, and leave fear at the (access-controlled) door.

Our EEO Statement:

HiveWatch is an equal opportunity employer and we are committed to cultivating a work environment that supports, inspires, and respects all individuals. We execute our hiring practices so that they are merit-based and we do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity/expression, marital status, age, disability, medical condition, genetic information, national origin, ancestry, military or veteran status, or other protected characteristic.