Partner Manager
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Job Description
Partner Manager driving VAR and regional systems-integrator pipeline for Chainguard, a secure open-source software provider. Enabling partners, accelerating co-selling, and growing partner-sourced revenue.
Responsibilities:
- Own and deliver partner-sourced and partner-influenced pipeline and revenue outcomes across assigned VARs and Regional System Integrators.
- Drive pipeline creation through joint prospecting, partner-led opportunity identification, and co-selling with field sales teams.
- Improve partner attach rates by enabling partners to position Chainguard in security, cloud-native, and modernization offerings.
- Accelerate deal velocity and win rates through partner enablement, early engagement, and alignment to customer use cases.
- Identify, recruit, and prioritize high-performing partners.
- Execute joint business planning, including pipeline targets, solution focus areas, enablement milestones, marketing initiatives, and quarterly and annual business reviews.
- Improve partner readiness metrics, including certifications, solution validation, demo capability, and delivery confidence.
- Increase partner-driven demand generation through joint regional marketing campaigns, events, and field activities.
- Maintain forecast accuracy and pipeline hygiene in SFDC and related tools.
- Collaborate with sales, solution engineering, marketing, and partner operations to scale partner success.
Requirements:
- 5+ years of Software Channel Manager experience required.
- Experience working with and through VARs.
- Successful sales background required having carried and overachieved quota.
- Entrepreneurial self-starter who knows how to structure and break down ambiguous problems into executable steps.
- Strong verbal and written communication, including comfort with public speaking and excellent presentation skills.
- Excellent interpersonal skills with the ability to build rapport with a variety of groups.
- Team player and ability to work independently.
- Strong technical aptitude.
- Data-, metric-driven.
- Cloud and security network knowledge.
- Startup experience is a plus.
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, with the option to use it all at once or throughout the child's first year.
- Team meetup opportunities and bi-annual destination summits.
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