Partner & Channel Lead – Security & Cloud (VARs)

Chainguard; United States; Remote; USD 123,000 - 145,000; Full time

Benefits offered by this job

Remote-friendly culture

Equity options with long-term exercise

Health insurance

Flexible PTO

Parental leave

Job summary

Chainguard is seeking a strategic partner/business development professional focused on VARs to drive secure software adoption in mid-market and commercial customers. You will align partner strategy with sales, enable partners, and co-sell with Commercial AEs.

You’ll recruit and activate a scalable partner network, build joint business plans, and maintain forecast accuracy in SFDC, contributing to a high-velocity sales cycle and measurable pipeline growth.

Qualifications

• 3+ years of channel, partner, or software sales experience.
• Experience working with VARs or resellers, selling into mid-market or commercial customers.
• Startup or early-stage program experience strongly preferred.
• Builder mindset and ability to break down ambiguous problems into executable steps.
• Ability to build rapport with partners, sellers, and cross-functional teams.

Responsibilities

• Own and deliver partner-sourced and partner-influenced pipeline and revenue outcomes for the Commercial segment across VARs and resellers.
• Serve as the dedicated partner lead for the Commercial sales team, aligning partner strategy, targets, and priorities.
• Drive pipeline creation through joint prospecting, partner-led opportunity identification, and co-selling with Commercial AEs.
• Improve partner attach rates by positioning Chainguard as a core component of security, cloud-native, and modernization offerings.
• Accelerate deal velocity and win rates by enabling and engaging partners early in the sales cycle.
• Identify, recruit, and activate partners at scale with sales focus and go-to-market commitment.
• Build scalable programs, enablement sessions, deal registration motions, and partner campaigns.
• Execute joint business plans with top partners and track progress through quarterly reviews.
• Maintain forecast accuracy and pipeline hygiene in SFDC and related tools.

Skills

Channel sales

Partner management

Mid-market experience

Quota attainment

Tools

SFDC

Job description

Chainguard is seeking a strategic partner/business development professional focused on VARs to drive secure software adoption in mid-market and commercial customers. You will align partner strategy with sales, enable partners, and co-sell with Commercial AEs.

You’ll recruit and activate a scalable partner network, build joint business plans, and maintain forecast accuracy in SFDC, contributing to a high-velocity sales cycle and measurable pipeline growth.