Chainguard

Senior Partner Business Development Manager, Federal

Chainguard

full-time

Posted on:

Origin:  • 🇺🇸 United States • Washington

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Salary

💰 $170,000 - $195,000 per year

Job Level

Senior

Tech Stack

AWSAzureCloudCyber SecurityDockerJenkinsKubernetesOpen SourceSDLCSFDC

About the role

  • About Chainguard: At Chainguard, we’re on a mission to make the software supply chain secure by default. We build tools and solutions that help organizations – especially those in high-security environments – protect their software from source to production. We’re passionate about open source, transparency, and solving real-world security challenges at scale.
  • Position Overview: Chainguard is looking for a highly motivated Senior Federal Partner BD Manager to develop and lead strategic system integrator (SI) partnerships that drive adoption of Chainguard across the Federal market.
  • What You’ll Do: Achieve and exceed partner-sourced and influence pipeline and revenue goals by actively managing a portfolio of assigned partners; Develop joint business plans to drive revenue growth, pipeline development, and successful customer outcomes; Enable partners through training, marketing resources, and ongoing support; Collaborate cross-functionally with sales, marketing, product, and legal to jointly develop customer opportunities from qualification to closure; Monitor partner performance and provide regular reporting on key metrics, opportunities, and challenges; Forecast accurately in SFDC and other sales tools to meet and exceed quota; Have a strong understanding of FedRAMP requirements and stay current on Government cybersecurity initiatives, procurement trends, and compliance requirements (e.g., FedRAMP, NIST, SBOMs).
  • Candidate Background: 10+ years of Partner Sales Experience in Public Sector required; Competitive/Driven/Doer and Team Player; Excellent communication skills verbal and written; Must be willing to travel to clients to support partner relationships (25%); Entrepreneurial, Founder Mindset – Strong work ethic, resourceful, and creative
  • Desired Qualifications: A proven track record of building and scaling SI partnerships that drive bottom-line revenue growth, quota overachievement, and strong customer references.; A strong sales aptitude and fundamental understanding of the sales process.; A sound, tech-savvy business acumen and the ability to articulate a compelling value proposition in a complex and evolving business environment.; Ability to thrive in an agile environment with an ever-evolving set of solutions.
  • Bonus Points: Startup experience; Domain experience with one or more of the following: Compute platforms (Kubernetes, Docker, AWS, Azure, Google Cloud), DevOps Tooling, CICD platforms (Github, Gitlab, Jenkins) and overall SDLC.
  • Why Chainguard: Work at the forefront of software supply chain security; remote-first culture; equity and benefits.
  • Base Salary Range: $170,000 — $195,000 USD; plus benefits etc.

Requirements

  • 10+ years of Partner Sales Experience in Public Sector required
  • Competitive/Driven/Doer and Team Player
  • Excellent communication skills verbal and written
  • Must be willing to travel to clients to support partner relationships (25%)
  • Entrepreneurial, Founder Mindset – Strong work ethic, resourceful, and creative
  • A proven track record of building and scaling SI partnerships that drive bottom-line revenue growth, quota overachievement, and strong customer references.
  • A strong sales aptitude and fundamental understanding of the sales process.
  • A sound, tech-savvy business acumen and the ability to articulate a compelling value proposition in a complex and evolving business environment.
  • Ability to thrive in an agile environment with an ever-evolving set of solutions.
  • Startup experience
  • Domain experience with one or more of the following: Compute platforms (Kubernetes, Docker, AWS, Azure, Google Cloud), DevOps Tooling, CICD platforms (Github, Gitlab, Jenkins) and overall SDLC.