Senior Partner Manager - NY Metro

Chainguard; United States; Remote; USD 120,000 - 180,000; Full time

Job summary

Chainguard in the United States is seeking a strategic Partner/Channel Manager to build and manage a robust VAR ecosystem, drive revenue, and align with security and cloud-native offerings. You will recruit partners, enable them, and collaborate with sales, marketing, and solution engineering to accelerate deals, expand Chainguard's market presence, and deliver measurable pipeline growth.

Ideal candidates have 5+ years in software channel management, a proven track record of partner-led growth,

Qualifications

• 5+ years of software channel manager experience required.
• Experience working with and through VARs.
• Proven ability to drive partner-led revenue and growth.

Responsibilities

• Own and deliver partner-sourced and partner-influenced pipeline and revenue across VARs and RSIs.
• Drive pipeline creation through joint prospecting and co-selling with field sales.
• Improve partner attach rates by positioning Chainguard as a core security/cloud-native offering.
• Accelerate deal velocity by enabling partners early in the sales cycle.
• Recruit and prioritize high-performing partners with sustained investment.
• Execute joint business planning with partners, including targets and marketing milestones.
• Track progress via quarterly and annual business reviews.
• Drive partner readiness metrics: certifications, demos, and delivery confidence.
• Increase partner-driven demand through joint campaigns and field activities.
• Maintain forecast accuracy and pipeline hygiene in SFDC.

Skills

Channel management

Sales experience

Partnership development

Cloud security

Tools

SFDC/Salesforce

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