Strategic VAR Partnerships Lead – Remote

Chainguard; United States; Remote; USD 145,000 - 170,000; Full time

Benefits offered by this job

Remote-first culture

Stock options/equity

100% covered health insurance

Flexible time off

Parental leave

Job summary

Chainguard seeks a Senior Partner Manager to lead partner relationships in the Northeast, focusing on VARs and regional integrators. You will own the partner-driven pipeline, enable partners early in the sales cycle, and align GTM with Chainguard’s security and cloud-native offerings.

You will recruit and coach partners, drive joint marketing, and maintain strong forecast accuracy. Remote-friendly, with Massachusetts base and travel as needed.

Qualifications

• 5+ years of Software Channel Manager experience required.
• Experience working with and through VARs.
• Successful sales background with quota achievement.
• Startup experience a plus.
• Entrepreneurial self-starter capable of breaking down ambiguous problems.
• Strong verbal and written communication with public speaking and presentation skills.
• Excellent interpersonal skills and ability to build rapport across groups.
• Team player and ability to work independently.
• Strong technical aptitude.
• Data, metric‑driven.

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 partner-led opportunity identification with aligned field sales teams.
• Improve partner attach rates by positioning Chainguard as a core security/cloud-native offering in partner ecosystems.
• Accelerate deal velocity by enabling partners early in the sales cycle.
• Identify, recruit, and prioritize high-performing partners with ongoing enablement and GTM execution.
• Execute joint business planning with partners, including pipeline targets and marketing initiatives.
• Track progress through quarterly and annual business reviews.
• Drive partner readiness metrics such as certifications and demo capability.
• Increase partner-driven demand through regional marketing campaigns and events.

Skills

Software Channel Manager

VAR partnerships

Quota attainment

Startup experience

Public speaking

Communication skills

Interpersonal skills

Independent work

Technical aptitude

Data-driven

Job description

Chainguard seeks a Senior Partner Manager to lead partner relationships in the Northeast, focusing on VARs and regional integrators. You will own the partner-driven pipeline, enable partners early in the sales cycle, and align GTM with Chainguard’s security and cloud-native offerings.

You will recruit and coach partners, drive joint marketing, and maintain strong forecast accuracy. Remote-friendly, with Massachusetts base and travel as needed.