<div class="content-intro"><p>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. <br><br>Our customers include Fortune 500 enterprises and global industry leaders, including Anduril, Canva, Fortinet, Hewlett Packard Enterprise, OpenAI, Snap Inc., and Snowflake. <br><br>Chainguard is venture-backed by leading investors, including Amplify, IVP, Kleiner Perkins, Lightspeed Venture Partners, Mantis VC, Redpoint Ventures, Sequoia Capital, and Spark Capital.</p></div><p><strong>THE ROLE, IN A NUTSHELL:</strong></p> <p>We’re looking for a highly motivated strategic partner/business development professional (VARs) 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.</p> <p><strong>WHAT YOU'LL DO:</strong></p> <ul> <li>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</li> <li>Drive consistent pipeline creation through joint prospecting, partner-led opportunity identification, and co-selling motions with aligned field sales teams</li> <li>Improve partner attach rates by enabling partners to position Chainguard as a core component of their security, cloud-native, and modernization offerings</li> <li>Accelerate deal velocity and win rates by ensuring partners are effectively enabled, engaged early in the sales cycle, and aligned to customer use cases</li> <li>Identify, recruit, and prioritize high-performing partners that demonstrate sustained investment in Chainguard through sales focus, technical enablement, and go-to-market execution</li> <li>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</li> <li>Drive measurable progress in partner readiness metrics, including certifications, solution validation, demo capability, and delivery confidence</li> <li>Increase partner-driven demand generation impact through joint regional marketing campaigns, events, and field activities, with clear attribution to pipeline creation and opportunity progression</li> <li>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</li> <li>Partner cross-functionally with sales, solution engineering, marketing, and partner operations to remove friction, improve execution efficiency, and scale partner success</li> </ul> <p><strong>WHAT WE'RE LOOKING FOR:</strong></p> <ul> <li>5+ years of Software Channel Manager experience required</li> <li>Experience working with and through VARs</li> <li>Successful sales background required having carried and overachieved quota</li> <li>Startup experience a plus</li> <li>Entrepreneurial self-starter, who knows how to structure and breakdown ambiguous problems into executable steps</li> <li>Strong verbal and written communication including high level of comfort with public speaking and excellent presentation skills</li> <li>Excellent interpersonal skills with the ability to build rapport with a variety of groups</li> <li>Team player and ability to work independently</li> <li>Strong technical aptitude</li> <li>Data, metric-driven</li> </ul><div class="content-pay-transparency"><div class="pay-input"><div class="title">Base Salary Range</div><div class="pay-range"><span>$145,000</span><span class="divider">—</span><span>$170,000 USD</span></div></div></div><div class="content-conclusion"><h3>About Us</h3> <p>We live and breathe our company values:</p> <ul> <li>We are customer obsessed — We focus on delivering solutions to our customers that create value and make their lives better.</li> <li>We have a bias for intentional action — We prioritize, plan, try things, and fail fast.</li> <li>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.</li> <li>We trust each other and assume good intentions — We're transparent with decisions to empower team members to make well informed decisions.</li> </ul> <p>A few of the benefits we offer:</p> <ul> <li><strong>Flexible & Remote-First Culture:</strong> Work remotely with team meetup opportunities, bi-annual destination summits, and a monthly stipend for coworking spaces, phone and internet costs.</li> <li><strong>Our Approach to Equity:</strong> 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!).</li> <li><strong>100% Covered Health Insurance:</strong> We cover 100% of your health, vision and dental insurance premiums for you and your dependent