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. This is not the usual cookie cutter partner role. You will be reporting directly to the VP of Partnerships and own the execution of our partner GTMs with our sales teams. You will work directly with partners, but spend most of your time with our combined sales teams to drive engagement to build pipeline and close opportunities. You will triangulate execution across our ecosystem, working with key Technology Alliances, Hyperscalers and SIs. 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 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.
Skills/Job Responsibilities
- Define and execute partner GTM engagements with a strong focus on co-sell
- Leverage a strong sales aptitude and fundamental understanding of the sales process with partners to build pipeline and close opportunities
- Directly work with sales teams on both sides to account map and orchestrate joint customer engagement
- Continually capture learning and insight to tune our GTM 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
Candidate Background
- 5+ years of Partner business development and cosell management experience.
- 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
- Knowledge of working with GSIs and Cloud Hyperscalers
- 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
Base Salary Range: $125,000-$155,000
