Partner Manager, UK

Chainguard; United States; Remote; USD 110,000 - 150,000; Full time

Job summary

Chainguard is seeking a strategic partnerships professional to develop and manage a network of VARs and regional system integrators in the United States. The role focuses on building secure, cloud-native software solutions and driving measurable revenue through partner-driven initiatives.

You will own pipeline and forecasting, enable partners, and coordinate with sales, marketing, and solution engineering to accelerate deals and improve win rates.

Qualifications

• 5+ years of Software Channel Manager experience required.
• Experience working with and through VARs.
• Successful sales

Responsibilities

• Own and deliver partner-sourced and partner-influenced pipeline and revenue outcomes across a portfolio of VARs and Regional System Integrators.
• Drive consistent pipeline creation through joint prospecting and co-selling motions with aligned field sales teams.
• Improve partner attach rates by enabling partners to position Chainguard as a core component of security, cloud-native, and modernization offerings.
• Accelerate deal velocity and win rates by ensuring partners are enabled and engaged early in the sales cycle.
• Identify, recruit, and prioritize high-performing partners that demonstrate sustained investment in Chainguard through sales focus and go-to-market execution.
• Execute joint business planning with partners, including pipeline targets, enablement milestones, and marketing initiatives, and track progress through quarterly business reviews.
• Drive progress in partner readiness metrics, including certifications, solution validation, and delivery confidence.
• Increase partner-driven demand generation impact through joint regional marketing campaigns and events with clear attribution to pipeline creation.

Skills

Channel management

VAR partnerships

Sales success

Job description

Chainguard is the trusted source for open source. By delivering hardened, secure, and production-ready builds of all the open source software engineers and AI agents rely on, Chainguard helps organizations build faster, stay compliant, and eliminate risk. Our customers include Fortune 500 enterprises and global industry leaders, including Anduril, Canva, Fortinet, Hewlett Packard Enterprise, OpenAI, Snap Inc., and Snowflake. Chainguard is venture-backed by leading investors, including Amplify, IVP, Kleiner Perkins, Lightspeed Venture Partners, Mantis VC, Redpoint Ventures, Sequoia Capital, and Spark Capital.

The role, in a nutshell:

We’re looking for a highly motivated strategic partnerships professionals who have strong market knowledge, a cloud and security network, and enjoy building relationships with key decision makers to evangelise 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.

Duties and Responsibilities:

• Own and deliver partner-sourced and partner-influenced pipeline and revenue outcomes across a portfolio of assigned VARs and Regional System Integrators, with clear accountability for contribution to overall bookings.
• 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.

Required Skills / Experience:

• 5+ years of Software Channel Manager experience required.
• Experience working with and through VARs.
• Successful sales