Strategic Partnerships Lead - Cloud & Security

Georgian; United Kingdom; Remote; GBP 90,000 - 130,000; Full time

Benefits offered by this job

Flexible & Remote-First Culture

Stock options on hire and promotion

100% Covered Health Insurance

Flexible Time Off

18 Weeks Paid Parental Leave

Job summary

Chainguard is seeking a seasoned Software Channel Manager to own partner-sourced and partner-influenced pipeline across VARs and regional system integrators in the UK. You will drive joint prospecting, co-selling motions, and enablement to accelerate deals and increase partner attachment to Chainguard’s security and cloud-native offerings.

The role requires 5+ years of channel management with VARs, strong communication, and a data-driven mindset.

Qualifications

• 5+ years of Software Channel Manager experience required.
• Experience working with and through VARs.
• Successful sales background with quota achievement.
• Startup experience a plus.
• Entrepreneurial self-starter who can break down ambiguous problems into executable steps.
• Strong verbal and written communication with presentation skills.
• Excellent interpersonal skills and ability to build rapport across groups.
• Team player who can work independently.
• Strong technical aptitude.
• Data, metric-driven.

Responsibilities

• Own and deliver partner-sourced and partner-influenced pipeline and revenue across VARs and Regional System Integrators.
• Drive pipeline creation through joint prospecting and co-selling with field sales teams.
• Improve partner attach rates by positioning Chainguard in security, cloud-native, and modernization offerings.
• Accelerate deal velocity by enabling partners early in the sales cycle.
• Identify, recruit, and prioritize high-performing partners with sustained investment.
• Execute joint business planning with partners and track progress through reviews.
• Drive progress in partner readiness metrics including certifications and demos.
• Increase partner-driven demand through regional marketing campaigns and events.
• Maintain forecast accuracy and pipeline hygiene in SFDC and related tools.
• Cross-functionally partner with sales, solution engineering, marketing, and partner ops to remove friction.

Skills

VAR experience

Quota attainment

Startup experience

Public speaking

Cross-functional collaboration

Technical aptitude

Data-driven

Job description

Chainguard is seeking a seasoned Software Channel Manager to own partner-sourced and partner-influenced pipeline across VARs and regional system integrators in the UK. You will drive joint prospecting, co-selling motions, and enablement to accelerate deals and increase partner attachment to Chainguard’s security and cloud-native offerings.

The role requires 5+ years of channel management with VARs, strong communication, and a data-driven mindset.