[Hiring] Partner Manager @Chainguard

Role Description

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 for the Commercial segment, across a broad portfolio of VARs and resellers, with clear accountability for contribution to Commercial bookings.
• Serve as the dedicated partner lead for the Commercial sales team, aligning partner strategy, targets, and priorities with the Commercial sales leader.
• Drive consistent pipeline creation through joint prospecting, partner-led opportunity identification, and co-selling motions with Commercial AEs.
• Improve partner attach rates by enabling partners to position Chainguard as a core component of their security, cloud-native, and modernization offerings for mid-market and commercial customers.
• Accelerate deal velocity and win rates in a high-velocity sales cycle by making sure partners are enabled, engaged early, and aligned to common customer use cases.
• Identify, recruit, and activate partners at scale, and quickly prioritize the ones showing real sales focus, technical enablement, and go-to-market commitment.
• Build scalable, one-to-many programs, including enablement sessions, sales kits, deal registration motions, and partner campaigns, that keep a broad partner base productive without one-off support.
• Execute lightweight joint business plans with top partners, including pipeline targets, enablement milestones, and marketing initiatives, and track progress through quarterly business reviews.
• 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 Commercial sales, solution engineering, marketing, and partner operations to remove friction, standardize what works, and scale partner success.

Qualifications

• 3+ years of channel, partner, or software sales experience.
• Experience working with and through VARs or resellers, ideally selling into mid-market or commercial customers.
• Successful sales background, with a track record of carrying and hitting quota.
• Startup or early-stage program experience strongly preferred.
• Builder mindset: an entrepreneurial self-starter who can structure and break down ambiguous problems into executable steps.
• Scales through programs and process, not hours, and is comfortable managing a broad partner portfolio.
• Strong verbal and written communication, and comfortable presenting to partner sales and technical teams.
• Ability to build rapport with partners, sellers, and cross-functional teams.
• Strong technical aptitude, comfortable discussing containers, CI/CD, and software supply chain security.
• Data and metric-driven, with strong organization and pipeline discipline.

Benefits

• Flexible & Remote-First Culture: Work remotely with team meetup opportunities, bi-annual destination summits, and a monthly stipend for coworking spaces, phone and internet costs.
• Our Approach to Equity: Receive stock options upon hire and promotion. Plus, you can participate in secondary offerings and have 10 years to exercise your options.
• 100% Covered Health Insurance: We cover 100% of your health, vision and dental insurance premiums for you and your dependents.
• ∞ Flexible Time Off: Take the time you need – to do our best work, we need to recharge and reset.
• 18 Weeks Paid Parental Leave: We offer 18 weeks for birthing parents and 12 weeks for non-birthing parents, with the option to use it all at once or throughout your child's first year.