Partner Manager, VARs

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.
• Enable partners to position Chainguard as a core component of 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 partner 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 SFDC and related tools.
• Partner with sales, solution engineering, marketing, and partner operations to improve execution and scale partner success.

Requirements

• 5+ years of software channel management experience.
• Experience working with and through VARs.
• Successful sales background with quota-carrying and quota-overachievement experience.
• Entrepreneurial self-starter able to structure ambiguous problems into executable steps.
• Strong verbal and written communication skills.
• Comfort with public speaking and excellent presentation skills.
• Excellent interpersonal skills and ability to build rapport with varied groups.
• Ability to work independently and as part of a team.
• Strong technical aptitude.
• Data- and metrics-driven approach.

Nice to Have

• Startup experience.