Partner Manager – Commercial

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of and deliver on partner-sourced and partner-influenced pipeline and revenue results for the Commercial segment, encompassing VARs and resellers.

• Act as the primary partner liaison for the Commercial sales team, ensuring alignment of partner strategies, targets, and priorities with the Commercial sales leader.

• Foster pipeline development through collaborative prospecting, partner-led opportunity identification, and co-selling with Commercial Account Executives.

• Enhance partner attach rates by equipping partners to effectively present Chainguard solutions in security, cloud-native, and modernization offerings.

• Boost deal velocity and win rates by ensuring partners are well-enabled, engaged from the outset, and aligned with customer use cases.

• Identify, recruit, and activate partners on a large scale.

• Develop scalable programs that include enablement sessions, sales kits, deal registration processes, and partner campaigns.

• Implement joint business plans with key partners and monitor progress through quarterly business reviews.

• Ensure forecast accuracy and maintain pipeline hygiene by effectively managing partner opportunities in SFDC and associated tools.

• Collaborate with Commercial sales, solution engineering, marketing, and partner operations to enhance partner success.

⛳️ Requirements

• A minimum of 3 years of experience in channel, partner, or software sales.

• Proven experience working with and through VARs or resellers, preferably selling to mid-market or commercial customers.

• A successful sales history, demonstrating a track record of meeting or exceeding quotas.

• Experience in startup or early-stage programs is highly preferred.

• Possess a builder mindset: an entrepreneurial self-starter who can structure and translate ambiguous challenges into actionable steps.

• Focus on scaling through programs and processes rather than solely through hours, with comfort in managing a diverse partner portfolio.

• Exceptional verbal and written communication skills, and comfortable presenting to partner sales and technical teams.

• Capability to establish rapport with partners, sales personnel, and cross-functional teams.

• Strong technical aptitude, able to discuss containers, CI/CD, and software supply chain security with ease.

• Data and metric-driven, demonstrating strong organizational skills and pipeline discipline.

🏝️ Benefits

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

• Receive stock options upon hiring and promotion.

• Participate in secondary offerings with a 10-year window to exercise your options.

• Enjoy 100% coverage of health, vision, and dental insurance premiums for you and your dependents.

• Unlimited Flexible Time Off.

• Benefit from 18 weeks of paid parental leave for birthing parents and 12 weeks for non-birthing parents, which can be used all at once or spread throughout the child's first year.