Senior Channel Partner Manager

What You'll Do

• Own and grow relationships with Ramp’s strategic technology partners, developing executive alignment, joint business plans, product collaboration, and go-to-market initiatives that drive mutual customer value and revenue growth
• Own the end-to-end co-sell motion across Ramp's strategic technology partnerships, driving partner-influenced pipeline generation, marketplace attach rates, and partner-assisted deal closes
• Coordinate joint opportunity registration and deal progression with alliance counterparts at AWS, Microsoft, Google, Oracle, and other key partners; maintain an accurately forecasted co-sell pipeline
• Develop and execute partner activation plans — field seller enablement, co-sell plays, battle cards, and enablement materials for both Ramp's internal sales team and partner field teams
• Drive partner field engagement: account mapping sessions, GTM workshops, joint prospecting, and co-branded events; identify and cultivate partner champions at each alliance
• Own the KPI framework for each partnership — co-sell pipeline, partner-influenced revenue, marketplace transactions, and activation depth — and run quarterly business reviews (QBRs) with partner counterparts
• Build and maintain senior-level relationships (Head of Alliances, SVP of Sales, GTM) at each strategic partner to ensure Ramp is positioned as a preferred co-sell partner
• Support Ramp executive sponsors in joint engagements, partner advisory boards, and strategic roadmap conversations; represent Ramp at partner events and industry conferences
• Own marketplace mechanics to support Ramp deals on technology marketplaces, including listing strategy, co-sell motions, private offers, procurement workflows, and partner coordination to accelerate deal velocity and improve win rates
• Manage Ramp's participation in partner programs across AWS, Microsoft, Google, and Oracle — tier maintenance, benefit utilization, and compliance; collaborate with product, legal, and finance on integration roadmaps and deal structures

What You Need

• 7+ years in channel partnerships, alliances, or partner GTM roles with a strong track record in strategic technology partnerships (hyperscalers, enterprise SaaS, or ERP platforms)
• Demonstrated track record building and scaling co-sell motions with AWS, Azure, Google, or similarly structured ISV/marketplace programs
• Experience managing joint business plans, QBRs, and executive-level partner relationships at Fortune 500 technology companies
• Deep knowledge of cloud marketplace mechanics — partner portal workflows, co-sell program structures, and incentive utilization across major cloud providers
• Strong commercial instincts: thinks in terms of pipeline, attach rate, and influenced revenue — improving the overall partnership health
• Exceptional communicator able to run an executive QBR and a field-level account mapping workshop with equal confidence
• Highly organized with the ability to manage multiple partners, cross functional stakeholders, timelines, and deliverables simultaneously; data-driven and comfortable in Salesforce and building metrics dashboards

Nice to Haves

• Background in B2B SaaS or fintech; experience selling to or through enterprise finance and procurement buyers
• Familiarity with financial or ERP platform ecosystems

Benefits

• Flexible PTO
• Unlimited AI token usage
• Centralized home-office equipment ordering
• Health and wellness stipend
• Budget for intra-office travel
• Weekly coffee stipend
• 100% medical, dental & vision insurance coverage for you, with partial coverage for dependents
• One Medical annual membership
• 401(k), including employer match on contributions made while employed by Ramp
• Fertility HRA (up to $10,000 per year)
• Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay
• Pet insurance
• In-office perks: lunch, snacks, drinks, and more
• Relocation support to NYC or SF (as needed)