Chainguard is hiring a
GSI Alliances Manager

Summary

Join our team at Chainguard as we build deep mutually beneficial partnerships that drive customer value and ultimately growth for ourselves and our partners. As a Partner Business Development Manager, you will be responsible for defining and building best-in-class GSI Alliances with a strong focus on co-sell and marketplace adoption.

Requirements

• 5+ years of Partner business development and cosell management experience, with a focus on cloud and GSI partnerships
• Strong existing relationships with GSIs (Priorities will be; Accenture, PWC, Deloitte, others)
• Domain experience with one or more of the following required: Compute platforms (Kubernetes, Docker, AWS, Azure, Google Cloud), DevOps Tooling, CICD platforms (Github, Gitlab, jenkins) and overall SDLC
• Strong track record of tracking to and consistently overachieving partner cosell sales targets
• Ability to learn new products and processes quickly
• Competitive/Driven Team player
• Excellent communication skills verbal and written
• Must be willing to travel to partners and clients to support sales relationships (if required)
• Entrepreneurial – Willing to go the extra mile, strong work ethic, resourceful

Responsibilities

• Define and build, best in class GSI Alliances with a strong focus on co-sell and marketplace adoption
• Develop a joint partner roadmap that strategically aligns our businesses for short-term and long-term success
• Act as trusted advisor to field sales and field sales leadership to drive effective and systematic partner engagement that maximizes partner revenue impact
• Leverage a strong sales aptitude and fundamental understanding of the sales process with partners to build pipeline and drive best in class cosell
• Directly work with sales teams on both sides to account map and orchestrate joint customer engagement
• Continually capture learning and insight to tune our partner sales focus while ensuring we have the strongest possible “Better Together Stories” aligned to repeatable customer use cases
• Convey value prop and product differentiators to partners
• Forecast, meet, and exceed partner revenue targets
• Manage business and track opportunities through CRM and other supporting tools
• Collaborate on and improve all aspects of the sales cycle, including product, support, and sales engineering with a lens through partners

Benefits

• Equity/stock options
• Unlimited PTO
• Remote work with flexible coworking and team meetup opportunities
• Home office and internet stipend
• 100% health/dental/vision insurance coverage for you and your family