Partner Manager, Nordics & Benelux
Job description
Strategic partnerships role owning partner-sourced and partner-influenced pipeline and revenue across a portfolio of VARs and Regional System Integrators. The role focuses on recruiting, enabling, and co-selling with partners to grow Chainguard's business.
At a glance
- Work mode
- Remote
What you'll do
- 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
- Drive consistent pipeline creation through joint prospecting, partner-led opportunity identification, and co-selling motions with aligned field sales teams
- Improve partner attach rates by enabling partners to position Chainguard as a core component of their security, cloud-native, and modernization offerings
- Accelerate deal velocity and win rates by ensuring partners are effectively enabled, engaged early in the sales cycle, and aligned to customer use cases
- Identify, recruit, and prioritize high-performing partners that demonstrate sustained investment in Chainguard through sales focus, technical enablement, and go-to-market execution
- 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
- Drive measurable progress in partner readiness metrics, including certifications, solution validation, demo capability, and delivery confidence
- Increase partner-driven demand generation impact through joint regional marketing campaigns, events, and field activities, with clear attribution to pipeline creation and opportunity progression
- 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 sales, solution engineering, marketing, and partner operations to remove friction, improve execution efficiency, and scale partner success
What we're looking for
- 5+ years of Software Channel Manager experience required
- Experience working with and through VARs
- Successful sales background required having carried and overachieved quota
- Entrepreneurial self-starter, who knows how to structure and breakdown ambiguous problems into executable steps
- Strong verbal and written communication including high level of comfort with public speaking and excellent presentation skills
- Excellent interpersonal skills with the ability to build rapport with a variety of groups
- Team player and ability to work independently
- Strong technical aptitude
- Data, metric-driven
Nice to have
- Startup experience a plus
Benefits
Flexible & Remote-First Culture: Work remotely with team meetup opportunities, bi-annual destination summits, and a monthly stipend for coworking spaces, phone and internet costs
Our Approach to Equity: Receive stock options upon hire and promotion. Plus, you can participate in secondary offerings and have 10 years to exercise your options
100% Covered Health Insurance: We cover 100% of your health, vision and dental insurance premiums for you and your dependents. Nothing comes out of your paycheck
18 Weeks Paid Parental Leave: We offer 18 weeks for birthing parents and 12 weeks for non-birthing parents, with the option to use it all at once or throughout your child's first year
- ∞ Flexible Time Off: Take the time you need – to do our best work, we need to recharge and reset
Apply
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About Chainguard
The trusted source for open source
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.
Key facts
- Customers include Fortune 500 enterprises and global industry leaders
- Venture-backed by leading investors, including Amplify, IVP, Kleiner Perkins, Lightspeed Venture Partners, Mantis VC, Redpoint Ventures, Sequoia Capital, and Spark Capital
Partners & customers
What they value
- We are customer obsessed — We focus on delivering solutions to our customers that create value and make their lives better
- We have a bias for intentional action — We prioritize, plan, try things, and fail fast
- 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
- We trust each other and assume good intentions — We're transparent with decisions to empower team members to make well informed decisions