Senior Partner Manager - Northeast

Chainguard; United States; Remote; USD 140,000 - 190,000; Full time

Job summary

Chainguard is the trusted source for open source. We seek a strategic partner/business development professional (VARs) who can evangelize secure software solutions and build strong relationships with key decision makers.

You will own partner-sourced and partner-influenced pipeline across VARs and regional system integrators, drive joint prospecting, and enable partners to accelerate deals with our field sales team.

Qualifications

• 5+ years of software channel management experience.
• Experience working with and through VARs.
• Proven sales and partnership enablement background.

Responsibilities

• Own and drive partner-sourced and partner-influenced pipeline across VARs and regional system integrators.
• Lead joint prospecting and co-selling motions with field sales to grow bookings.
• Increase partner attach rates by positioning Chainguard as core to security and cloud-native offerings.
• Accelerate deal velocity by enabling partners early in the sales cycle and aligning with customer use cases.
• Identify and recruit high-performing partners with sustained Chainguard investment.
• Execute quarterly and annual joint business plans with partners and track progress.
• Advance partner readiness metrics: certifications, solution validation, and demos.
• Drive partner-driven demand via regional marketing campaigns and events with clear attribution.
• Maintain forecast accuracy by managing partner opportunities in SFDC and related tools.

Skills

Software Channel Management

VAR navigation

Sales collaboration

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 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.

WHAT YOU'LL DO:

• 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

WHAT WE'RE LOOKING FOR:

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