Senior Partner Manager – VARs

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

📋 Description

• Take ownership of and achieve partner-sourced and partner-influenced pipeline and revenue goals across designated VARs and Regional System Integrators.

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

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

• Accelerate deal velocity and improve win rates by enabling partners, engaging early in the sales cycle, and aligning with customer use cases.

• Identify, recruit, and prioritize top-performing partners.

• Implement joint business planning that encompasses pipeline objectives, solution focus areas, enablement milestones, and marketing initiatives; monitor progress through business reviews.

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

• Boost partner-driven demand generation through collaborative regional marketing campaigns, events, and field activities.

• Ensure forecast accuracy and pipeline integrity by managing partner opportunities in SFDC and associated tools.

• Collaborate across functions with sales, solution engineering, marketing, and partner operations to enhance execution and scale partner success.

⛳️ Requirements

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

• Proven experience working with and through VARs.

• A successful sales history with quota-carrying and quota-overachievement experience is essential.

• Startup experience is a plus.

• An entrepreneurial self-starter capable of structuring and breaking down ambiguous challenges into actionable steps.

• Exceptional verbal and written communication skills, including comfort with public speaking and strong presentation abilities.

• Outstanding interpersonal skills with the capacity to build relationships with diverse groups.

• Ability to work effectively both in a team setting and independently.

• Strong technical aptitude.

• Data- and metric-driven mindset.

🏝️ Benefits

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

• Receive stock options upon hiring and promotion.

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

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

• ∞ Flexible Time Off.

• 18 weeks of paid parental leave for birthing parents and 12 weeks for non-birthing parents, with the option to take it all at once or spread throughout your child's first year.