Chainguard - Partner Manager - Commercial
Requirements
• 3+ years of channel, partner, or software sales experience • Experience working with and through VARs or resellers, ideally selling into mid-market or commercial customers • Successful sales background, with a track record of carrying and hitting quota • Startup or early-stage program experience strongly preferred • Builder mindset: an entrepreneurial self-starter who can structure and break down ambiguous problems into executable steps • Scales through programs and process, not hours, and is comfortable managing a broad partner portfolio • Strong verbal and written communication, and comfortable presenting to partner sales and technical teams • Ability to build rapport with partners, sellers, and cross-functional teams • Strong technical aptitude, comfortable discussing containers, CI/CD, and software supply chain security • Data and metric-driven, with strong organization and pipeline discipline
Responsibilities
• Own and deliver partner-sourced and partner-influenced pipeline and revenue outcomes for the Commercial segment, across a broad portfolio of VARs and resellers, with clear accountability for contribution to Commercial bookings • Serve as the dedicated partner lead for the Commercial sales team, aligning partner strategy, targets, and priorities with the Commercial sales leader • Drive consistent pipeline creation through joint prospecting, partner-led opportunity identification, and co-selling motions with Commercial AEs • Improve partner attach rates by enabling partners to position Chainguard as a core component of their security, cloud-native, and modernization offerings for mid-market and commercial customers • Accelerate deal velocity and win rates in a high-velocity sales cycle by making sure partners are enabled, engaged early, and aligned to common customer use cases • Identify, recruit, and activate partners at scale, and quickly prioritize the ones showing real sales focus, technical enablement, and go-to-market commitment • Build scalable, one-to-many programs, including enablement sessions, sales kits, deal registration motions, and partner campaigns, that keep a broad partner base productive without one-off support • Execute lightweight joint business plans with top partners, including pipeline targets, enablement milestones, and marketing initiatives, and track progress through quarterly business reviews • Maintain strong forecast accuracy and pipeline hygiene by managing partner opportunities in SFDC and related tools, ensuring visibility into sourced, influenced, and co-sell deals • Partner cross-functionally with Commercial sales, solution engineering, marketing, and partner operations to remove friction, standardize what works, and scale partner success
Benefits
• $123,000—$145,000 USD • We live and breathe our company values: • We are customer obsessed — We focus on delivering solutions to our customers that create value and make their lives better. • We have a bias for intentional action — We prioritize, plan, try things, and fail fast. • We don't take ourselves too seriously (but we do serious work) — We are solving an important problem which takes focus, but we also like to enjoy the journey. • We trust each other and assume good intentions — We're transparent with decisions to empower team members to make well informed decisions. • Flexible & Remote-First Culture: Work remotely with team meetup opportunities, bi-annual destination summits, and a monthly stipend for coworking spaces, phone and internet costs. • Flexible & Remote-First Culture: • Our Approach to Equity: Receive stock options upon hire and promotion. Plus, you can participate in secondary offerings and have 10 years to exercise your options (yes, you read that correctly: 10 years!). • Our Approach to Equity: • 100% Covered Health Insurance: We cover 100% of your health, vision and dental insurance premiums for you and your dependents. Nothing comes out of your paycheck. • 100% Covered Health Insurance: • ∞ Flexible Time Off: Take the time you need – to do our best work, we need to recharge and reset. • ∞ Flexible Time Off: • 18 Weeks Paid Parental Leave: We offer 18 weeks for birthing parents and 12 weeks for non-birthing parents, with the option to use it all at once or throughout your child's first year. • 18 Weeks Paid Parental Leave: • If your experience is close but doesn't fulfill all requirements, please apply. We're building the best team in technology and are focused on hiring "Chainguardians" with unique backgrounds, perspectives, and experiences.
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