Ramp - Senior Channel Partner Manager
Requirements
• 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 • Background in B2B SaaS or fintech; experience selling to or through enterprise finance and procurement buyers • Familiarity with financial or ERP platform ecosystems • Benefits available to all full-time Ramp employees (Global) • Unlimited AI token usage • Centralized home-office equipment ordering • Health and wellness stipend • Budget for intra-office travel • Weekly coffee stipend • United States • 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) • Canada • Group medical, dental, and vision coverage through Sun Life • Life, AD&D, and disability coverage • Fertility drug coverage (up to $4,000 lifetime) • Group Retirement Plan with employer match (RRSP + DPSP) • Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay, with additional time available at reduced pay • Employee Assistance Program and virtual care through Lumino Health • United Kingdom • Private medical insurance through Freedom Elite • Virtual GP and at-home care via eMed x Livi • Workplace pension through Penfold, with salary sacrifice option • Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay with additional time available at reduced pay • Referral Instructions • If you are being referred for the role, please contact that person to apply on your behalf. • Other notices • Other notices • Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. • Beware of recruiting scams: Ramp will only contact you through official @Ramp.com email addresses and will never ask for payment or sensitive personal information during the hiring process. • Ramp Applicant Privacy Notice
Responsibilities
• 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
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