Senior Channel Partnerships Lead — VAR & SI, Remote-First

Chainguard; New York (NY); Hybrid; USD 145,000 - 170,000; Full time

Benefits offered by this job

Flexible & Remote-First Culture

Equity stock options

100% Covered Health Insurance

Flexible Time Off

18 Weeks Paid Parental Leave

Job summary

Chainguard is seeking a strategic partner/business development professional to drive VAR and regional SI partnerships. You will build and manage partner pipelines, co-sell with sales teams, and enable partners to position Chainguard as a core security and cloud-native solution.

You will recruit and prioritize high-performing partners, execute joint business plans, and track progress through reviews, accelerating deal velocity while maintaining forecast accuracy in a remote-first environment.

Qualifications

• 5+ years of software channel manager experience required.
• Experience working with and through VARs.
• Successful sales background with quota attainment.
• Startup experience a plus.
• Entrepreneurial self-starter with ability to structure ambiguous problems into executable steps.

Responsibilities

• Own and deliver partner-sourced and partner-influenced pipeline and revenue across VARs and Regional System Integrators, with accountability for bookings.
• Drive pipeline creation through joint prospecting, partner-led identification, and co-selling with field teams.
• Improve partner attach rates by positioning Chainguard as core to security, cloud-native, and modernization offerings.
• Accelerate deal velocity by enabling and engaging partners early in the sales cycle.

Skills

Channel management

VAR partnerships

Quota attainment

Software sales

Startup experience

Strategic communication

Public speaking

Interpersonal skills

Independent worker

Technical aptitude

Job description

Chainguard is seeking a strategic partner/business development professional to drive VAR and regional SI partnerships. You will build and manage partner pipelines, co-sell with sales teams, and enable partners to position Chainguard as a core security and cloud-native solution.

You will recruit and prioritize high-performing partners, execute joint business plans, and track progress through reviews, accelerating deal velocity while maintaining forecast accuracy in a remote-first environment.