The role in a nutshell:
We care deeply about building deep mutually beneficial partnerships that drive customer value and ultimately growth for ourselves and our partners. We are early on our partnership journey at Chainguard. You will be reporting directly to the VP of Partnerships and own the execution of both our GSI Alliance strategy and execution. This is both a strategic and execution role. You will be operating at the highest influence levels to bring alignment and secure commitment on our joint alliances. Chainguard has huge potential to help our cloud and GSI partners grow their businesses. However, they do not yet fully understand the impact we will have, this role is pivotal in shaping that. Key GSI partnerships will include Accenture, PWC and Deloitte, with others in time. Existing relationships and track record for executing strong GTM motions that drive partner sourced revenue and quality cosell is essential.
In addition to managing overall strategy, GTM motions and relationships at the highest levels, the role will have a strong sales orientation:
- Lead the end-to-end sales process, from partner sourced lead generation through cosell and deal closure
- Collaborate with internal teams (marketing, product, engineering) to develop tailored solutions that meet the specific needs of GSI partners.
- Drive joint go-to-market initiatives and campaigns with GSI partners to expand market presence and achieve mutual growth objectives.
You will work directly with partners, but spend most of your time with our combined sales teams to drive engagement to build pipeline and drive strong co-sell engagement. You will triangulate execution across our ecosystem. Your focus will be GSIs, but also triangulating these partnerships cloud partners and also select technology partnerships. We care as much about the health or our partner’s businesses as we care about our own, you will be able to write a thesis on how to light up a partner ecosystem once we are done.
If you enjoy building and shaping, while having a focus on building strategic alliances and driving cosell execution with our partners, you may just have found your perfect next role. Having experience in the software development and security space would be a strong plus. Our sales teams need our partners' support to engage with our joint customers. Our teams walk a mile in their customer’s shoes and want our customers and prospects to see the immense value and expertise Chainguard's solutions offer.
What you'll do:
- 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
- Understand the competitive market, being familiar with competing companies and their offerings
What we're looking for:
- 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.
Desired Qualifications
- Startup experience
- Experience in developing and participating in partner marketing campaigns
- Ability to thrive in an agile environment with an ever-evolving set of solutions
- Demonstrated ability to engage and influence C-level executives and the ability to articulate complex concepts to cross functional audiences.
- Experience using data and metrics to determine and drive improvements
