Partner Manager – Commercial
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Job Description
Partner Manager driving VAR and reseller pipeline for Chainguard, the secure open-source software provider. Building scalable partner programs and co-selling motions across commercial customers.
Responsibilities:
- Own and deliver partner-sourced and partner-influenced pipeline and revenue outcomes for the Commercial segment across VARs and resellers.
- Serve as the dedicated partner lead for the Commercial sales team, aligning partner strategy, targets, and priorities with the Commercial sales leader.
- Drive pipeline creation through joint prospecting, partner-led opportunity identification, and co-selling with Commercial AEs.
- Improve partner attach rates by enabling partners to position Chainguard solutions in security, cloud-native, and modernization offerings.
- Accelerate deal velocity and win rates by ensuring partners are enabled, engaged early, and aligned to customer use cases.
- Identify, recruit, and activate partners at scale.
- Build scalable programs including enablement sessions, sales kits, deal registration motions, and partner campaigns.
- Execute joint business plans with top partners and track progress through quarterly business reviews.
- Maintain forecast accuracy and pipeline hygiene by managing partner opportunities in SFDC and related tools.
- Collaborate with Commercial sales, solution engineering, marketing, and partner operations to scale partner success.
Requirements:
- 3+ years of channel, partner, or software sales experience.
- Experience working with and through VARs or resellers, ideally selling into mid-market or commercial customers.
- Successful sales background, with a track record of carrying and hitting quota.
- Startup or early-stage program experience strongly preferred.
- Builder mindset: an entrepreneurial self-starter who can structure and break down ambiguous problems into executable steps.
- Scales through programs and process, not hours, and is comfortable managing a broad partner portfolio.
- Strong verbal and written communication, and comfortable presenting to partner sales and technical teams.
- Ability to build rapport with partners, sellers, and cross-functional teams.
- Strong technical aptitude, comfortable discussing containers, CI/CD, and software supply chain security.
- Data and metric-driven, with strong organization and pipeline discipline.
Benefits:
- Flexible & Remote-First Culture: Work remotely with team meetup opportunities, bi-annual destination summits, and a monthly stipend for coworking spaces, phone and internet costs.
- Receive stock options upon hire and promotion.
- Participate in secondary offerings and have 10 years to exercise your options.
- 100% covered health, vision and dental insurance premiums for you and your dependents.
- ∞ Flexible Time Off.
- 18 weeks paid parental leave for birthing parents and 12 weeks for non-birthing parents, usable all at once or throughout the child's first year.
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