Senior Partner Manager - Northeast

Chainguard • Massachusetts - Remote, MA

4d • $145,000 - $170,000 • Remote

About The Position

Chainguard is seeking a highly motivated strategic partner/business development professional with expertise in VARs, strong market knowledge, a cloud and security network, and a passion for building relationships with key decision makers to promote secure and reliable software. The role involves driving partner-sourced and partner-influenced pipeline and revenue, improving partner attach rates, accelerating deal velocity, and identifying and recruiting high-performing partners. The position requires executing joint business plans, driving partner readiness metrics, increasing partner-driven demand generation, and maintaining forecast accuracy. Collaboration with internal teams such as sales, solution engineering, marketing, and partner operations is essential for removing friction and scaling partner success.

Requirements

• 5+ years of Software Channel Manager experience required
• Experience working with and through VARs
• Successful sales background required having carried and overachieved quota
• Entrepreneurial self-starter, who knows how to structure and breakdown ambiguous problems into executable steps
• Strong verbal and written communication including high level of comfort with public speaking and excellent presentation skills
• Excellent interpersonal skills with the ability to build rapport with a variety of groups
• Team player and ability to work independently
• Strong technical aptitude
• Data, metric-driven

Nice To Haves

• Startup experience a plus

Responsibilities

• Own and deliver partner-sourced and partner-influenced pipeline and revenue outcomes across a portfolio of assigned VARs and Regional System Integrators, with clear accountability for contribution to overall bookings
• Drive consistent pipeline creation through joint prospecting, partner-led opportunity identification, and co-selling motions with aligned field sales teams
• Improve partner attach rates by enabling partners to position Chainguard as a core component of their security, cloud-native, and modernization offerings
• Accelerate deal velocity and win rates by ensuring partners are effectively enabled, engaged early in the sales cycle, and aligned to customer use cases
• Identify, recruit, and prioritize high-performing partners that demonstrate sustained investment in Chainguard through sales focus, technical enablement, and go-to-market execution
• Execute joint business planning with partners, including pipeline targets, solution focus areas, enablement milestones, and marketing initiatives, and track progress through quarterly and annual business reviews
• Drive measurable progress in partner readiness metrics, including certifications, solution validation, demo capability, and delivery confidence
• Increase partner-driven demand generation impact through joint regional marketing campaigns, events, and field activities, with clear attribution to pipeline creation and opportunity progression
• Maintain strong forecast accuracy and pipeline hygiene by managing partner opportunities in SFDC and related tools, ensuring visibility into sourced, influenced, and co-sell deals
• Partner cross-functionally with sales, solution engineering, marketing, and partner operations to remove friction, improve execution efficiency, and scale partner success

Benefits

• Flexible & Remote-First Culture: Work remotely with team meetup opportunities, bi-annual destination summits, and a monthly stipend for coworking spaces, phone and internet costs.
• Our Approach to Equity: Receive stock options upon hire and promotion. Plus, you can participate in secondary offerings and have 10 years to exercise your options.
• 100% Covered Health Insurance: We cover 100% of your health, vision and dental insurance premiums for you and your dependents. Nothing comes out of your paycheck.
• ∞ Flexible Time Off: Take the time you need – to do our best work, we need to recharge and reset.
• 18 Weeks Paid Parental Leave: We offer 18 weeks for birthing parents and 12 weeks for non-birthing parents, with the option to use it all at once or throughout your child's first year.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed