Senior Partner Manager – VARs

Chainguard

Senior Partner Manager driving VAR and regional system integrator partnerships for Chainguard, which delivers secure open-source software. Owning partner pipeline, revenue, enablement, and co-selling outcomes.

Posted 8/12/2026full-timeRemote • California • 🇺🇸 United StatesSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in partner management and revenue generation through effective collaboration with VARs and Regional System Integrators. Proven ability to drive pipeline creation, partner enablement, and successful execution of joint business planning.

Highest-signal resume keywords

Software Channel ManagementPartner EnablementQuota-Carrying Sales ExperienceJoint Business PlanningData-Driven Decision Making

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Pipeline ManagementSales ForecastingPartner RecruitmentOpportunity IdentificationMetrics Tracking

Soft Skills

Strong Communication SkillsInterpersonal SkillsTeam CollaborationProblem-SolvingPublic Speaking

Tools & Technologies

SFDC

Industry Keywords

VARsPartner-Driven Demand GenerationCloud-Native SecurityModernization OfferingsSales Cycle Engagement

Tech Stack

Tools & technologies

CloudSFDC

About the role

Key responsibilities & impact

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 sales-cycle 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, and marketing initiatives; track progress through business reviews.
Drive 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 by managing partner opportunities in SFDC and related tools.
Partner cross-functionally with sales, solution engineering, marketing, and partner operations to improve execution and scale partner success.

Requirements

What you’ll need

5+ years of Software Channel Manager experience required.
Experience working with and through VARs.
Successful sales background with quota-carrying and quota-overachievement experience required.
Startup experience a plus.
Entrepreneurial self-starter able to structure and break down ambiguous problems into executable steps.
Strong verbal and written communication skills, including comfort with public speaking and excellent presentation skills.
Excellent interpersonal skills and ability to build rapport with varied groups.
Ability to work as part of a team and independently.
Strong technical aptitude.
Data- and metric-driven.

Benefits

Comp & perks

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 your child's first year.