Partner Manager

📋 Description

• Take charge of the global alliance strategy and outcomes for a selection of premier Global System Integrators (GSIs), holding full responsibility for partner-sourced and partner-influenced pipeline, revenue effects, and long-term strategic value.

• Develop and implement multi-year global alliance plans with each GSI, aligned with Chainguard’s enterprise growth objectives, including target industries, strategic accounts, solution initiatives, and services-led expansion efforts.

• Cultivate and sustain executive-level relationships with GSI global alliance leadership, industry practice heads, and regional executives to foster strategic alignment, ongoing investment, and joint market momentum.

• Drive large-scale global opportunity creation by synchronizing GSI go-to-market strategies with Chainguard’s regional sales teams across AMER, EMEA, and APJ, ensuring consistent co-selling execution and worldwide coverage.

• Champion and expand Chainguard Centers of Excellence (CoEs) within priority GSI horizontal and industry practices, facilitating repeatable delivery, solution standardization, and global distribution.

• Empower GSIs to create distinctive Chainguard-powered offerings through structured enablement, reference architectures, solution validation, and inclusion in partner-led proposals, RFPs, and large-scale digital transformation initiatives.

• Function as the sole owner for alliance performance, monitoring pipeline contribution, bookings influence, certifications, solution readiness, and executive engagement across the global partnership.

• Collaborate closely with internal executive stakeholders across sales, solution engineering, marketing, product, and legal to refine alliance strategy, eliminate execution barriers, and amplify partner impact.

• Establish operational rigor and forecasting accuracy by maintaining precise global pipeline and revenue visibility in SFDC and alliance dashboards, while proactively managing risks, dependencies, and execution gaps.

• Acquire extensive domain knowledge in cloud-native security and software supply chain risk, including SBOMs, secure-by-default platforms, compliance-driven modernization, and enterprise-scale adoption strategies.

• Serve as a trusted strategic advisor to both Chainguard and GSI executive leadership, positioning Chainguard as an essential element of secure platform modernization and cloud-native transformation efforts.

⛳️ Requirements

• Minimum of 5 years of experience as a Software Channel Manager is required.

• Proven experience collaborating with and through GSIs.

• A successful sales background is essential, demonstrating a history of meeting and exceeding quota.

• Startup experience is a bonus.

• An entrepreneurial self-starter who can structure and decompose ambiguous challenges into actionable steps.

• Strong verbal and written communication skills, including comfort with public speaking and outstanding presentation abilities.

• Excellent interpersonal skills, enabling rapport-building with diverse groups.

• A team player who can also work independently.

• Strong technical skills are essential.

• Data and metric-driven approach is necessary.

🏝️ Benefits

• Flexible & Remote-First Culture: Work remotely with opportunities for team meetups, bi-annual destination summits, and a monthly stipend for coworking spaces, phone, and internet expenses.

• Our Approach to Equity: Receive stock options upon hire and promotion. Additionally, you can take part in secondary offerings and have 10 years to exercise your options (yes, you read that correctly: 10 years!).

• 100% Covered Health Insurance: We pay 100% of your health, vision, and dental insurance premiums for you and your dependents, with no deductions from your paycheck.

• ∞ Flexible Time Off: Take the time you need; to perform your best work, we believe in the necessity of recharging and resetting.

• 18 Weeks Paid Parental Leave: We provide 18 weeks for birthing parents and 12 weeks for non-birthing parents, with the flexibility to use it all at once or spread throughout your child's first year.