THE ROLE, IN A NUTSHELL:

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.

WHAT YOU'LL DO:

• 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

WHAT WE'RE LOOKING FOR:

• 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