Strategic Partnerships Leader: Channel & Alliances

Chainguard; Cleveland (OH); Remote; USD 120,000 - 180,000; 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 highly motivated strategic partnerships professional to cultivate and manage partner relationships with VARs and regional system integrators. You will drive pipeline, co-sell motions, and joint business planning to accelerate bookings and revenue.

You must excel in building relationships, presenting to senior partners, and aligning cross-functional teams. This role offers a remote-first culture with equity, health benefits, and flexible time off.

Qualifications

• 5+ years of Software Channel Manager experience required.
• Experience working with and through VARs.
• Successful sales background with quota attainment.
• Startup experience is a plus.
• Ability to structure and break down ambiguous problems into executable steps.
• Strong verbal and written communication including public speaking and presentations.
• Excellent interpersonal skills and relationship-building abilities.
• Able to work independently and as part of a team.
• Strong technical aptitude.

Responsibilities

• Own and deliver partner-sourced and partner-influenced pipeline across VARs and regional system integrators.
• Drive pipeline through joint prospecting and co-selling with aligned field teams.
• Improve partner attach rates by positioning Chainguard as a core security/cloud-native solution.
• Accelerate deal velocity by enabling partners early in the sales cycle.
• Identify, recruit, and prioritize high-performing partners with sustained Chainguard investment.
• Execute joint business planning with partners and track progress through reviews.
• Drive partner readiness metrics: certifications, solution validation, demos, delivery confidence.
• Increase partner-driven demand through regional marketing campaigns and events.
• Maintain forecast accuracy and pipeline hygiene in SFDC and related tools.
• Collaborate cross-functionally to remove friction and scale partner success.

Skills

Partnerships

Sales leadership

Communication

Public speaking

Interpersonal skills

Team player

Entrepreneurial mindset

Technical aptitude

Job description

Chainguard is seeking a highly motivated strategic partnerships professional to cultivate and manage partner relationships with VARs and regional system integrators. You will drive pipeline, co-sell motions, and joint business planning to accelerate bookings and revenue.

You must excel in building relationships, presenting to senior partners, and aligning cross-functional teams. This role offers a remote-first culture with equity, health benefits, and flexible time off.