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Salary: USD 145,000 - 170,000 / annual
Chainguard is a venture-backed software supply-chain security company delivering hardened, secure, production-ready builds of open-source software. The company serves Fortune 500 enterprises and global leaders including OpenAI, Snap, Snowflake, and HPE, backed by top-tier investors including Sequoia Capital, Kleiner Perkins, and Lightspeed Venture Partners.
As Senior Partner Manager, you will own and drive partner-sourced and partner-influenced pipeline and revenue outcomes across an assigned portfolio of VARs (Value-Added Resellers) and Regional System Integrators. You will be accountable for clear contribution to overall bookings and will work to establish Chainguard as a core component of partners' security, cloud-native, and modernization offerings.
Key responsibilities include:
- Owning partner-sourced and partner-influenced pipeline with clear revenue accountability
- Driving consistent pipeline creation through joint prospecting, partner-led opportunity identification, and co-selling with aligned field sales teams
- Improving partner attach rates and positioning Chainguard within partners' solution portfolios
- Accelerating deal velocity and win rates through effective partner enablement and early engagement in sales cycles
- Identifying, recruiting, and prioritizing high-performing partners demonstrating sustained investment in Chainguard
- Executing joint business planning with partners, including pipeline targets, solution focus areas, enablement milestones, and marketing initiatives
- Driving measurable progress in partner readiness metrics (certifications, solution validation, demo capability, delivery confidence)
- Increasing partner-driven demand generation impact through joint regional marketing campaigns, events, and field activities
- Maintaining strong forecast accuracy and pipeline hygiene in SFDC and related tools
- Partnering cross-functionally with sales, solution engineering, marketing, and partner operations to remove friction and scale partner success
Requirements:
- 5+ years of software channel manager experience required
- Experience working with and through VARs
- Successful sales background with quota achievement and overachievement
- Startup experience a plus
- Entrepreneurial self-starter who can structure and break down ambiguous problems into executable steps
- Strong verbal and written communication skills with comfort in public speaking and excellent presentation abilities
- Excellent interpersonal skills and ability to build rapport with diverse groups
- Team player with ability to work independently
- Strong technical aptitude
- Data and metric-driven mindset
About Chainguard
AI / Data / Infrastructure; Legal / Compliance / Risk — software supply-chain security and trusted container images.
