We're looking for a highly motivated strategic partner/business development professional (VARs) who has strong market knowledge, a cloud and security network, and enjoys building relationships with key decision makers to evangelize building secure and reliable software. Our sales team walks a mile in their customers shoes and wants our customers and prospects to see the immense value and expertise Chainguard's solutions offer.
Responsibilities
Own and deliver partner-sourced and partner-influenced pipeline and revenue outcomes across a portfolio of assigned VARs and Regional System Integrators; 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
Nice to have
Startup experience
Benefits
Flexible & Remote-First Culture with team meetup opportunities and bi-annual destination summits; Monthly stipend for coworking spaces, phone and internet costs; Stock options upon hire and promotion; Participation in secondary offerings; 10 years to exercise stock options; 100% covered health, vision and dental insurance premiums for employee and dependents; Flexible time off; 18 weeks paid parental leave for birthing parents and 12 weeks for non-birthing parents
Stany Zjednoczone · New York
