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GSI Alliances Manager

Remote - US

Open Source has taken over the world of software development; however, the largest trade-off still persists: security. Companies spend an enormous amount of time and resources patching and fortifying open source software in order to ship with confidence & compliance. 

Founded by the industry's leading experts on open source software, security and cloud native development, Chainguard has built the largest library of open source software that is secure by default. Customers including Snowflake, Canva, and HPE rely on Chainguard to build securely with open source software across the organization.

Chainguard is the safe source for open source.

About Us

We live and breathe our company values:

We are customer obsessed - Our true advantage is the strength of our relationships with customers through collaboration, empathy, and responsiveness.  We establish trust as we educate, advocate, and listen to their needs.  Our focus is on delivering solutions to our customers that create value and make their lives better. 

We have a bias for intentional action - We’re a start-up and we need to move fast. However we need to move fast through intentional action to make sure we’re able to deliver quickly and efficiently on what is most impactful to our collective success.  We prioritize, plan, try things, and fail fast.  We think about how what we do impacts other teams and communicate our progress - owning the whole solution from start to finish. If we move fast enough, we can make two or three mistakes, learn, and correct them before competitors even make their first decision.

We don’t take ourselves too seriously (but we do serious work) - Though we are solving an important problem which takes focus and a degree of seriousness, we don’t take ourselves too seriously while we do.  We laugh, have fun, embrace uniqueness, and enjoy the journey. Together.

We trust each other and assume good intentions - We hire great team members and trust them to do their work. We’re transparent with data, news, and decisions - positive or negative - to empower team members to make well informed decisions. Showing up for each other fully means we celebrate each other’s accomplishments as well as give compassionate direct feedback when needed.  We always default to assuming good intentions.

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

A few of the benefits we offer (for our full time employees):

  • 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

If your experience is close but doesn’t fulfill all requirements, please apply. Chainguard is on a mission to build the best team. To achieve our goal, we are focused on hiring “Guardians'' with unique backgrounds, perspectives, and experiences.

Chainguard is an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law.

For US based roles - Chainguard participates in E-Verify and will provide the federal government with employee Form I-9 Information to confirm authorization to work in the U.S. Chainguard, Inc. only uses E-Verify once a candidate has accepted a job offer and completed the Form I-9. If E-Verify cannot confirm that an employee is authorized to work, Chainguard, Inc. will give the employee written instructions and an opportunity to contact the Department of Homeland Security (DHS) or Social Security Administration (SSA) so the employee can begin to resolve the issue before any adverse employment action is taken. For more information about your right to work, please see the Notice of Right to Work.

By submitting your application, you acknowledge that Chainguard will process your personal data in accordance with Chainguard’s Privacy Policy.

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