Partner Manager – VARs

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

📋 Description

• Take ownership of and deliver on partner-sourced and partner-influenced pipeline and revenue results across a designated portfolio of VARs and Regional System Integrators, with a clear responsibility for contributing to overall bookings.

• Foster consistent pipeline development through collaborative prospecting, partner-led opportunity identification, and co-selling efforts alongside aligned field sales teams.

• Enhance partner attachment rates by equipping partners to position Chainguard as a fundamental element of their security, cloud-native, and modernization solutions.

• Accelerate deal velocity and improve win rates by ensuring partners are well-enabled, engaged early in the sales process, and aligned with customer use cases.

• Identify, recruit, and prioritize high-performing partners that show sustained commitment to Chainguard through sales focus, technical enablement, and go-to-market strategies.

• Implement joint business planning with partners, which includes setting pipeline targets, focusing on solution areas, establishing enablement milestones, and coordinating marketing initiatives, while tracking progress through quarterly and annual business reviews.

• Drive measurable advancements in partner readiness metrics, including certifications, solution validation, demo capabilities, and delivery confidence.

• Enhance partner-driven demand generation effectiveness through collaborative regional marketing campaigns, events, and field activities, with clear attribution to pipeline development and opportunity advancement.

• Maintain strong forecast accuracy and pipeline integrity by managing partner opportunities in SFDC and related tools, ensuring visibility into sourced, influenced, and co-sell opportunities.

• Collaborate cross-functionally with sales, solution engineering, marketing, and partner operations to eliminate friction, enhance execution efficiency, and scale partner success.

⛳️ Requirements

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

• Experience collaborating with and through VARs is essential.

• A proven sales background is required, demonstrating the ability to meet and exceed quotas.

• Startup experience is an advantage.

• An entrepreneurial self-starter who excels at structuring and deconstructing ambiguous challenges into actionable steps.

• Strong verbal and written communication skills, including a high level of comfort with public speaking and excellent presentation abilities.

• Exceptional interpersonal skills, with the capacity to build rapport across diverse groups.

• A team player who can also work independently.

• Strong technical aptitude is necessary.

• Data and metric-driven mindset.

🏝️ Benefits

• Flexible & Remote-First Culture: Enjoy the flexibility of remote work 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 hiring and promotion. Additionally, you can participate in secondary offerings and have a generous 10 years to exercise your options (yes, you read that correctly: 10 years!).

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

• ∞ Flexible Time Off: Take the necessary time to recharge and reset – it’s essential for producing our best work.

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