Strategic Partner Manager

At Mattermost, we build the #1 collaborative workflow solution for defence, intelligence, security, and critical infrastructure organisations. Trusted by governments, financial institutions, and technology companies, our platform enables secure, efficient operations for the world's most critical teams. We're dedicated to empowering organisations to operate with confidence, reducing risks, and accelerating productivity. Guided by our core values of Customer Obsession, Earn Trust, Self Awareness, Ownership and High Impact, we collaborate closely with our customers to deliver solutions that meet complex needs and drive success.

Mattermost is seeking a strategic, high-impact Strategic Partner Manager to drive our expansion within the most secure environments on earth. Based in the UK, you will lead our engagement with Hyperscalers, System Integrators and specialised technology partners to deliver secure collaboration solutions to the Defence, Intelligence, Security and Critical National Infrastructure sectors. Your primary mission is to build a robust partner ecosystem that drives Net New Annual Recurring Revenue (ARR) by enabling mission-critical organisations to communicate securely.

Key Responsibilities

• Driving Net New ARR & Revenue Growth
• Pipeline Generation: Own the "Partner-Sourced" revenue target, identifying and qualifying new business opportunities through Hyperscalers, ecosystem partners and System Integrator led projects.
• Commercial Strategy: Develop and execute joint business plans / GTMs with target partners that focus on high-yield Defence, Intelligence, Security and Critical National Infrastructure accounts, ensuring a clear path to $1M+ ARR deal cycles.
• Marketing Alignment: Maintain close alignment with Director, EMEA & APAC Marketing to ensure partner strategies, messaging, and market engagement activities are consistent with regional priorities and sector positioning.
• Marketplace Optimisation: Drive Mattermost presence in the Hyperscaler Marketplaces, leveraging co-sell programs and private offers to shorten procurement cycles.
• Sales Integration & Reporting
• Direct Reporting: Report directly to the VP Sales, EMEA & APAC, focused on Partner-led growth and ecosystem health.
• Co-Selling Excellence: Act as the "glue" between Mattermost sales and the Partner sales teams. Facilitate joint account planning and ensure a seamless hand-off.
• Regional Strategy: Collaborate with Mattermost Sales team to identify & white space where partners provide the necessary local presence or security clearances to win.
• Performance Tracking: Maintain a rigorous cadence of reporting on Net New ARR, Partner-influenced pipeline and conversion rates.
• Strategic Partner & Ecosystem Leadership
• Hyperscaler Management: Manage and grow our relationships with target Hyperscalers, ensuring Mattermost is the preferred secure collaboration solution.
• GSI & SI Orchestration: Identify, recruit, and enable Global System Integrators and regional specialists who serve our ICP customer base.
• Ecosystem: Help identify, recruit, and enable Ecosystem Partners who serve our ICP customer base.
• Industry Engagement & Events: Secure Mattermost participation at partner-led events, and drive partner involvement in Mattermost-led initiatives including user forums, executive briefings, and webinars.

Required Qualifications

• Tenure: Minimum of 10+ years of international experience in Partner Management, Alliances, or Channel Sales within the enterprise software industry.
• Domain Expertise: Deep familiarity with the Defence, Intelligence, or Cybersecurity landscape, including procurement cycles (e.g., MOD, NATO, CNI etc).
• Technical Literacy: Strong understanding of cloud infrastructure (SaaS vs. On-Prem) and regulated industry security requirements.
• Global Mindset: Proven track record of managing global relationships from a UK base across multiple time zones.

Preferred Skills & Attributes

• Proven Ability to Execute: A documented track record of exceeding partner generated revenue targets and delivering high-impact partner programs in a fast-paced environment.
• Structured Selling: Expert proficiency in structured selling methodologies (e.g. MEDDPICC). You use these methodologies to qualify Partner opportunities and ensure rigorous deal discipline across the ecosystem.
• AI-Augmented Productivity: Ability to leverage Generative AI and LLMs to accelerate job functions.
• Strategic Architect: Proven ability to build a comprehensive Partner strategy from the ground up, moving from high-level vision to tactical execution.
• Autonomous Alignment: Ability to work with a high degree of own initiative while remaining in lock-step alignment with Sales Leadership, AE and Account Management teams.
• Co-Selling Orchestrator: Skilled at navigating internal and external organisations to ensure partners are seen as an extension of our direct sales force.
• Mobile & Engaged: Willingness and ability to travel internationally to visit partners and support high-value deal cycles.

Why Mattermost?

• Mission-Critical Impact: We provide communication for the world's most sophisticated Defence, Security and Critical National Infrastructure teams.
• Rapidly Scaling Organisation: Join a fast-growing company defining the secure collaboration category.
• High-Performance Sales Culture: Work alongside a world-class sales team characterised by high execution standards and a data-driven approach to growth.
• Open-source Heritage: Benefit from a highly extensible platform offering a level of transparency and trust that proprietary competitors cannot match.

Mattermost takes a market-based approach to pay and pay may vary depending on your location. The successful candidate's starting pay will be determined based on job-related skills, experience, qualifications, work location, and market conditions. These ranges may be modified in the future. Mattermost is an EEO Employer, we are a remote-first, open-source company. We are continually working to expand our hiring in more countries and regions, ensuring compliance with local laws and regulations, which takes time. Mattermost values your unique perspective—we welcome all applicants. We encourage individuals from all backgrounds to apply and are committed to assessing candidates based on their skills and qualifications. We do not tolerate discrimination against staff or applicants based on race, religion, national origin, age, disability, pregnancy status, veteran status, or other personal characteristics. If you require accommodations during the interview process, please let us know—we're happy to assist.