Channel Partner Manager

This is a fully remote position, open to applicants in New York.

📋 Description

• Establish robust working relationships with key regional partners, including system integrators (SIs), consulting firms, resellers, distributors, and managed service providers (MSPs), acting as the main point of contact for partner engagement within the geographic area.

• Facilitate partner enablement to ensure partners can effectively represent Chainalysis, identify opportunities, navigate sales strategies, and adhere to our channel processes and requirements.

• Formulate and implement collaborative plans with priority partners in the Americas to enhance partner-sourced pipeline, boost partner engagement, and increase partner contributions to regional growth.

• Collaborate closely with regional sales leaders, Account Executives (AEs), Revenue Operations (RevOps), Marketing, and Partnerships to connect partners with the appropriate accounts, opportunities, and go-to-market strategies in the region.

• Identify high-potential regional partners for prioritization, enhance existing partner performance, and assist in recruiting new partners where market opportunities or coverage gaps exist.

• Support internal field enablement in the Americas so that sellers comprehend when and how to engage with partners, the applicable program guidelines, and how to effectively work with indirect market channels.

• Maintain a consistent operational rhythm with top partners, including conducting business reviews, pipeline evaluations, account mapping, and managing escalations as necessary.

• Monitor partner activities and outcomes in collaboration with RevOps and sales, tracking partner-sourced pipeline, training progress, and overall partner performance in the region.

• Work closely with the broader Partnerships team to ensure that regional execution aligns with the overall program while focusing on in-market partner activation and revenue enhancement.

⛳️ Requirements

• Proven track record of managing channel, reseller, MSP, VAR, and SI relationships within a B2B technology or services organization.

• Demonstrated ability to effectively enable partners, including training on value propositions, sales strategies, qualification processes, and collaboration with internal sales teams on opportunities.

• Experience in driving quantifiable business outcomes through partners, including developing partner-sourced pipelines.

• Strong cross-functional collaboration abilities, with experience working closely with sales, marketing, RevOps, and other internal stakeholders to implement partner strategies.

• Excellent commercial judgment and execution capabilities, including the ability to prioritize partners, manage competing opportunities, and navigate uncertainty in a fast-paced environment.

• Experience operating in the US or within a multi-country region characterized by varying market dynamics, sales approaches, and partner maturity levels.

• Strong communication and stakeholder management skills, with the capability to build credibility both internally and externally.

• Understanding of the cryptocurrency and blockchain ecosystem and its connection to the financial services sector, along with the ability to quickly learn about Chainalysis products, use cases, and customer needs to effectively enable partners.

• Background in cryptocurrency, financial services, fintech, and/or compliance software.

🏝️ Benefits

• Offers Equity

• Offers Commission