Chainguard

Partner Manager – GSIs

Chainguard

full-time

Posted on:

Location Type: Remote

Location: Remote • 🇺🇸 United States

Visit company website
✨ AI Apply
Apply

Job Level

Mid-LevelSenior

Tech Stack

CloudSFDC

About the role

  • Own the global alliance strategy and outcomes for a portfolio of top-tier Global System Integrators (GSIs), with full accountability for partner-sourced and partner-influenced pipeline, revenue impact, and long-term strategic value.
  • Define and execute multi-year global alliance plans with each GSI, aligned to Chainguard’s enterprise growth priorities, including target industries, strategic accounts, solution plays, and services-led expansion motions.
  • Build and maintain executive-level relationships across GSI global alliance leadership, industry practice heads, and regional executives to drive strategic alignment, sustained investment, and joint market momentum.
  • Drive global opportunity creation at scale by aligning GSI go-to-market motions with Chainguard’s regional sales teams across AMER, EMEA, and APJ, ensuring consistent co-sell execution and global coverage.
  • Sponsor and scale Chainguard Centers of Excellence (CoEs) within priority GSI horizontal and industry practices, enabling repeatable delivery, solution standardization, and global rollout.
  • Enable GSIs to build differentiated Chainguard-powered offerings through structured enablement, reference architectures, solution validation, and inclusion in partner-led proposals, RFPs, and large-scale digital transformation programs.
  • Serve as the single-threaded owner for alliance performance, tracking pipeline contribution, bookings influence, certifications, solution readiness, and executive engagement across the global relationship.
  • Partner closely with internal executive stakeholders across sales, solution engineering, marketing, product, and legal to shape alliance strategy, remove execution friction, and scale partner impact.
  • Establish operational rigor and forecasting discipline by maintaining accurate global pipeline and revenue visibility in SFDC and alliance dashboards, and by proactively managing risks, dependencies, and execution gaps.
  • Develop deep domain expertise in cloud-native security and software supply chain risk, including SBOMs, secure-by-default platforms, compliance-driven modernization, and enterprise-scale adoption models.
  • Act as a trusted strategic advisor to both Chainguard and GSI executive leadership, positioning Chainguard as a foundational component of secure platform modernization and cloud-native transformation initiatives.

Requirements

  • 5+ years of Software Channel Manager experience required.
  • Experience working with and through GSIs.
  • 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
software channel managementpipeline contribution trackingrevenue forecastingsolution validationdigital transformationcloud-native securitysoftware supply chain riskSBOMssecure-by-default platformscompliance-driven modernization
Soft skills
communicationpublic speakingpresentation skillsinterpersonal skillsteam playerindependent workentrepreneurial mindsetproblem-solvingrelationship buildingstrategic advising