Partner Manager (Commercial)

Chainguard; New York (NY); A distancia; USD 120.000 - 180.000; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

Equity/stock options

Unlimited PTO

Remote work with flexible coworking

Home office and internet stipend

100% health/dental/vision insurance

Descripción de la vacante

Chainguard seeks a strategic partner/business development professional to manage VARs and resellers, driving partner-sourced and partner-influenced pipeline for the Commercial segment. You will align partner strategy, targets, and priorities with the Commercial sales leader and enable partners to position Chainguard in security, cloud-native, and modernization offerings.

This role emphasizes joint prospecting, co-selling motions, scalable partner programs, quarterly business reviews, and

Formación

• 3+ years of channel, partner, or software sales experience.
• Experience with VARs or resellers in mid-market or commercial segments.
• Strong verbal and written communication; comfortable presenting to partner teams.
• Ability to build scalable partner programs and joint business plans.

Responsabilidades

• Own and deliver partner-sourced and partner-influenced pipeline and revenue for Commercial.
• Lead partner strategy, targets, and enablement with Commercial leadership.
• Drive joint prospecting and co-selling motions with Commercial AEs.
• Develop scalable partner programs, enablement sessions, and marketing initiatives.
• Maintain forecast accuracy and pipeline hygiene in SFDC.

Conocimientos

Partner management

Sales

Strategic alliances

Forecasting

Communication

Herramientas

Salesforce

Descripción del empleo

• 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
• Own and deliver partner-sourced and partner-influenced pipeline and revenue outcomes for the Commercial segment, across a broad portfolio of VARs and resellers, with clear accountability for contribution to Commercial bookings
• Serve as the dedicated partner lead for the Commercial sales team, aligning partner strategy, targets, and priorities with the Commercial sales leader
• Drive consistent pipeline creation through joint prospecting, partner-led opportunity identification, and co-selling motions with Commercial AEs
• Improve partner attach rates by enabling partners to position Chainguard as a core component of their security, cloud-native, and modernization offerings for mid-market and commercial customers
• Accelerate deal velocity and win rates in a high-velocity sales cycle by making sure partners are enabled, engaged early, and aligned to common customer use cases
• Identify, recruit, and activate partners at scale, and quickly prioritize the ones showing real sales focus, technical enablement, and go-to-market commitment
• Build scalable, one-to-many programs, including enablement sessions, sales kits, deal registration motions, and partner campaigns, that keep a broad partner base productive without one-off support
• Execute lightweight joint business plans with top partners, including pipeline targets, enablement milestones, and marketing initiatives, and track progress through quarterly business reviews
• 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 Commercial sales, solution engineering, marketing, and partner operations to remove friction, standardize what works, and scale partner success

Benefits

• Equity/stock options
• Unlimited PTO
• Remote work with flexible coworking and team meetup opportunities
• Home office and internet stipend
• 100% health/dental/vision insurance coverage for you and your family

Data and metric-driven, with strong organization and pipeline disciplineStartup or early-stage program experience strongly preferredBuilder mindset: an entrepreneurial self-starter who can structure and break down ambiguous problems into executable stepsStrong verbal and written communication, and comfortable presenting to partner sales and technical teamsSuccessful sales background, with a track record of carrying and hitting quotaExperience working with and through VARs or resellers, ideally selling into mid-market or commercial customersStrong technical aptitude, comfortable discussing containers, CI/CD, and software supply chain securityAbility to build rapport with partners, sellers, and cross-functional teams3+ years of channel, partner, or software sales experienceScales through programs and process, not hours, and is comfortable managing a broad partner portfolio