# Partner Manager, VARs

**Company:** [Chainguard](https://hotfix.jobs/companies/chainguard)
**Location:** Remote
**Role:** Partnerships
**Experience:** 5+ years
**Skills:** Salesforce, Cloud Security, Cloud-Native Technologies, Modernization, Partner Enablement, Co-Selling, Joint Business Planning, Demand Generation, Pipeline Management, Forecasting
**Posted:** 2026-06-23

> Manages VAR and regional systems integrator partnerships, driving partner-sourced pipeline, co-selling, enablement, joint planning, and revenue growth. Requires at least five years of software channel management experience, VAR expertise, quota-carrying sales success, and strong communication and technical aptitude.

## 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.
- 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.

## Similar jobs

- [Strategic Partnerships Manager](https://hotfix.jobs/jobs/205bc426-65ca-44b8-a8df-5468e88f6997) - Protege - Remote
- [Partner Sales Manager](https://hotfix.jobs/jobs/3c5608c9-9842-4cdb-b637-e8c69cee58b9) - Nasuni - Remote
- [Product Partnerships Lead](https://hotfix.jobs/jobs/c77c30ed-314b-49fc-be71-56cfb065aeff) - Oscilar - Remote - $185k – $223k/yr
- [Senior Partner Manager SI, Southern Europe](https://hotfix.jobs/jobs/9a9b4c82-ea82-4b54-9431-b96e24fbee3b) - n8n - Remote - €82k – €129k/yr
- [Creative Partnerships](https://hotfix.jobs/jobs/5d5cba2d-6719-4b48-8cb6-7a0ba4a7f0d8) - ElevenLabs - Remote

**Apply:** https://hotfix.jobs/jobs/9b21f7f0-b8a4-436e-998e-a7b05b4fc011
**Canonical:** https://hotfix.jobs/jobs/9b21f7f0-b8a4-436e-998e-a7b05b4fc011