Partner Manager – VARs

🕒 March 27

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Chainguard

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2021

🔐 Security

☁️ SaaS

🔒 Cybersecurity

Security • SaaS • Cybersecurity

Chainguard is a company that specializes in building secure container images to enhance software security and compliance. Their products include low-to-zero CVE container images, which are updated daily to maintain security and compliance standards such as FedRAMP, NIST 800-53, PCI-DSS, SOC2, and CIS benchmarks. Chainguard focuses on reducing vulnerabilities, automating compliance, and supporting development workflows without compromising on innovation and productivity. The company serves a wide range of industries, including highly regulated sectors, by providing hardened image solutions to mitigate software supply chain risks and enhance application security.

📋 Description

• Own and deliver partner-sourced and partner-influenced pipeline and revenue outcomes across a portfolio of assigned VARs and Regional System Integrators, with clear accountability for contribution to overall bookings. • Drive consistent pipeline creation through joint prospecting, partner-led opportunity identification, and co-selling motions with aligned field sales teams. • Improve partner attach rates by enabling partners to position Chainguard as a core component of their security, cloud-native, and modernization offerings. • Accelerate deal velocity and win rates by ensuring partners are effectively enabled, engaged early in the sales cycle, and aligned to customer use cases. • Identify, recruit, and prioritize high-performing partners that demonstrate sustained investment in Chainguard through sales focus, technical enablement, and go-to-market execution. • Execute joint business planning with partners, including pipeline targets, solution focus areas, enablement milestones, and marketing initiatives, and track progress through quarterly and annual business reviews. • Drive measurable progress in partner readiness metrics, including certifications, solution validation, demo capability, and delivery confidence. • Increase partner-driven demand generation impact through joint regional marketing campaigns, events, and field activities, with clear attribution to pipeline creation and opportunity progression. • 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 sales, solution engineering, marketing, and partner operations to remove friction, improve execution efficiency, and scale partner success.

🎯 Requirements

• 5+ years of Software Channel Manager experience required. • Experience working with and through VARs. • Successful sales background required having carried and overachieved quota. • Startup experience a plus. • Entrepreneurial self-starter, who knows how to structure and breakdown ambiguous problems into executable steps. • Strong verbal and written communication including high level of comfort with public speaking and excellent presentation skills. • Excellent interpersonal skills with the ability to build rapport with a variety of groups. • Team player and ability to work independently. • Strong technical aptitude. • Data, metric-driven.

🏖️ Benefits

• 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. • 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!). • 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. • ∞ Flexible Time Off: Take the time you need – to do our best work, we need to recharge and reset. • 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.