# Senior Partner Manager - VARs

**Company:** [Chainguard](https://hotfix.jobs/companies/chainguard)
**Location:** Remote
**Role:** Partnerships
**Experience:** 5+ years
**Skills:** channel management, value-added resellers, Cloud Security, cloud-native technology, Salesforce, Partner Enablement, co-selling, Pipeline Management, Business Development, solution validation
**Posted:** 2026-08-12

> Manages VAR and regional system integrator partnerships to generate pipeline, accelerate revenue, and expand Chainguard’s security and cloud-native offerings. Requires 5+ years of software channel management, quota-carrying sales success, strong technical aptitude, and excellent communication skills.

## Job Description

## Responsibilities
- Own and deliver partner-sourced and partner-influenced pipeline and revenue outcomes across assigned VARs and regional system integrators.
- Drive pipeline creation through joint prospecting, partner-led opportunity identification, and co-selling with field sales teams.
- Improve partner attach rates by enabling partners to position Chainguard within security, cloud-native, and modernization offerings.
- Accelerate deal velocity and win rates through partner enablement, early engagement, and alignment to customer use cases.
- Identify, recruit, and prioritize high-performing partners.
- Execute joint business planning, including pipeline targets, solution focus areas, enablement milestones, and marketing initiatives.
- Track progress through quarterly and annual business reviews.
- Improve partner readiness through certifications, solution validation, demo capability, and delivery confidence.
- Increase partner-driven demand generation through regional marketing campaigns, events, and field activities.
- Maintain forecast accuracy and pipeline hygiene in Salesforce and related tools.
- Partner cross-functionally with sales, solution engineering, marketing, and partner operations.

## Requirements
- **5+ years of software channel management experience.**
- Experience working with and through value-added resellers (VARs).
- Successful quota-carrying sales background with a record of exceeding quota.
- Strong market knowledge and a cloud and security network.
- Entrepreneurial, self-directed approach to structuring ambiguous problems into executable steps.
- Strong verbal and written communication skills, including public speaking and presentations.
- Excellent interpersonal skills and ability to build rapport with varied audiences.
- Ability to work independently and collaboratively.
- Strong technical aptitude.
- Data- and metrics-driven approach.

## Nice to Have
- Startup experience.

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