Partner Manager – VARs
Chainguard
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇺🇸 United States
Visit company websiteJob Level
Mid-LevelSenior
Tech Stack
CloudSFDC
About the role
- Own and deliver partner-sourced and partner-influenced pipeline and revenue outcomes across a portfolio of assigned VARs and Regional System Integrators, with clear accountability for contribution to overall bookings.
- Drive consistent pipeline creation through joint prospecting, partner-led opportunity identification, and co-selling motions with aligned field sales teams.
- Improve partner attach rates by enabling partners to position Chainguard as a core component of their security, cloud-native, and modernization offerings.
- Accelerate deal velocity and win rates by ensuring partners are effectively enabled, engaged early in the sales cycle, and aligned to customer use cases.
- Identify, recruit, and prioritize high-performing partners that demonstrate sustained investment in Chainguard through sales focus, technical enablement, and go-to-market execution.
- Execute joint business planning with partners, including pipeline targets, solution focus areas, enablement milestones, and marketing initiatives, and track progress through quarterly and annual business reviews.
- Drive measurable progress in partner readiness metrics, including certifications, solution validation, demo capability, and delivery confidence.
- Increase partner-driven demand generation impact through joint regional marketing campaigns, events, and field activities, with clear attribution to pipeline creation and opportunity progression.
- Maintain strong forecast accuracy and pipeline hygiene by managing partner opportunities in SFDC and related tools, ensuring visibility into sourced, influenced, and co-sell deals.
- Partner cross-functionally with sales, solution engineering, marketing, and partner operations to remove friction, improve execution efficiency, and 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.
- Startup experience a plus.
- Entrepreneurial self-starter, who knows how to structure and breakdown ambiguous problems into executable steps.
- Strong verbal and written communication including high level of 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.
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.
- Our Approach to Equity: Receive stock options upon hire and promotion. Plus, you can participate in secondary offerings and have 10 years to exercise your options (yes, you read that correctly: 10 years!).
- 100% Covered Health Insurance: We cover 100% of your health, vision and dental insurance premiums for you and your dependents. Nothing comes out of your paycheck.
- ∞ Flexible Time Off: Take the time you need – to do our best work, we need to recharge and reset.
- 18 Weeks Paid Parental Leave: We offer 18 weeks for birthing parents and 12 weeks for non-birthing parents, with the option to use it all at once or throughout your child's first year.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
partner managementpipeline creationsales enablementbusiness planningforecast accuracydata-driven decision makingquota achievementtechnical enablementdemand generationsolution validation
Soft skills
communicationpublic speakingpresentation skillsinterpersonal skillsteam playerindependent workproblem-solvingentrepreneurial mindsetrelationship buildingexecution efficiency