Partnerships Manager El Segundo, CA; Hybrid

Hive Watch 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.

Hive Watch 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. Hive Watch 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 Hive Watch.

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 Hive Watch 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. Hive Watch 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.

Hive Watch 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 Hive Watch scales, the partner channel scales, and so does your scope.

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 Hive Watch'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…