Chainguard
PartnerManager
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“Partner Manager at Chainguard. Skills: global alliance strategy, GSI relationship management, pipeline and revenue generation. Own the global alliance strategy and outcomes for a portfolio of top-tier Global System Integrators (GSIs). Define and execute multi-year global alliance plans with each GSI”
What You'll Achieve.
partner-sourced and partner-influenced pipeline; revenue impact; long-term strategic value; sustained investment; joint market momentum; consistent co-sell execution; global coverage; repeatable delivery; solution standardization; global rollout; inclusion in partner-led proposals, RFPs, and large-scale digital transformation programs; accurate global pipeline and revenue visibility; proactively managing risks, dependencies, and execution gaps
Industry & Context.
structure and breakdown ambiguous problems into executable steps
What They're Looking For.
Must Have
5+ years of Software Channel Manager experience required, Experience working with and through GSIs, Successful sales background required having carried and overachieved quota
Nice to Have
Startup experience a plus
What You'll Do.
Own the global alliance strategy and outcomes for a portfolio of top-tier Global System Integrators (GSIs)
Define and execute multi-year global alliance plans with each GSI
Build and maintain executive-level relationships across GSI global alliance leadership
Drive global opportunity creation at scale by aligning GSI go-to-market motions with Chainguard’s regional sales teams
Sponsor and scale Chainguard Centers of Excellence (CoEs) within priority GSI horizontal and industry practices
Enable GSIs to build differentiated Chainguard-powered offerings
Serve as the single-threaded owner for alliance performance
Partner closely with internal executive stakeholders across sales
Establish operational rigor and forecasting discipline
Develop deep domain expertise in cloud-native security and software supply chain risk
Act as a trusted strategic advisor to both Chainguard and GSI executive leadership
How You'll Work.
Team & Collaboration
Partner closely with internal executive stakeholders across sales, solution engineering, marketing, product, and legal to shape alliance strategy, remove execution friction, and scale partner impact.
Communication Scope
verbal and written communication; high level of comfort with public speaking; excellent presentation skills
Process & Methodology
structure and breakdown ambiguous problems into executable steps
Full Job Description
Chainguard is the trusted source for open source. By delivering hardened, secure, and production-ready builds of all the open source software engineers and AI agents rely on, Chainguard helps organizations build faster, stay compliant, and eliminate risk. Our customers include Fortune 500 enterprises and global industry leaders, including Anduril, Canva, Fortinet, Hewlett Packard Enterprise, OpenAI, Snap Inc., and Snowflake. Chainguard is venture-backed by leading investors, including Amplify, IVP, Kleiner Perkins, Lightspeed Venture Partners, Mantis VC, Redpoint Ventures, Sequoia Capital, and Spark Capital. The role, in a nutshell: We’re looking for a highly motivated strategic partner/business development professional (GSIs) who has strong market knowledge, a cloud and security network, and enjoys building relationships with key decision makers to evangelize building secure and reliable software. Our sales team walks a mile in their customers shoes and wants our customers and prospects to see the immense value and expertise Chainguard's solutions offer. Duties and Responsibilities: Own the global alliance strategy and outcomes for a portfolio of top-tier Global System Integrators (GSIs), with full accountability for partner-sourced and partner-influenced pipeline, revenue impact, and long-term strategic value. Define and execute multi-year global alliance plans with each GSI, aligned to Chainguard’s enterprise growth priorities, including target industries, strategic accounts, solution plays, and services-led expansion motions. Build and maintain executive-level relationships across GSI global alliance leadership, industry practice heads, and regional executives to drive strategic alignment, sustained investment, and joint market momentum. Drive global opportunity creation at scale by aligning GSI go-to-market motions with Chainguard’s regional sales teams across AMER, EMEA, and APJ, ensuring consistent co-sell execution and global coverage. Sponsor and scale Chai
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