Senior Manager, Partnerships

📋 Description

• • As the Senior Manager, Global Channel Partnerships at Chainalysis Inc., you will be instrumental in shaping and executing our go-to-market strategy through a robust and scalable channel ecosystem. This pivotal role sits within the Business Development & Partnerships team, which is dedicated to building and expanding the network of technology alliances, services partners, system integrators, and resellers that surround Chainalysis. Your primary objective will be to identify and cultivate inorganic growth opportunities, unlock new avenues to reach our target markets, and foster a diverse partner landscape that not only amplifies our market presence but also simplifies the procurement and deployment of Chainalysis solutions for our customers.
• • You will be tasked with designing, building, and leading our global channel partner strategy and team from the ground up. This involves establishing a structured, worldwide channel program with a strategic emphasis on enabling key partners such as resellers, Value-Added Resellers (VARs), distributors, Managed Service Providers (MSPs), and System Integrators (SIs). The ultimate goal is to extend our market reach into critical customer segments, significantly contributing to the growth of our indirect revenue streams across all regions.
• • Your responsibilities will encompass the end-to-end development and implementation of the global channel strategy. This includes defining the program architecture, such as partner tiers, qualification requirements, and benefit structures, all designed to create compelling incentives for partners to actively source, influence, and close new business opportunities. You will be the architect of a program that drives mutual success and aligns with Chainalysis's growth objectives.
• • A key aspect of this role involves building and nurturing a high-performing team. You will be responsible for hiring, leading, and developing a dedicated group of regional channel managers. These individuals will be based across the Americas, EMEA, and APAC, and will be responsible for the day-to-day engagement and execution with local partners, ensuring consistent and effective partner management worldwide.
• • Data-driven decision-making will be paramount. You will define, meticulously track, and analyze partner-sourced and partner-influenced pipeline and revenue in close collaboration with our Revenue Operations (RevOps) team. This data will serve as the foundation for guiding strategic investments, prioritizing initiatives, and conducting insightful quarterly business reviews (QBRs) with both internal teams and external partners.
• • A significant part of your role will be dedicated to partner enablement. You will design and deliver comprehensive training programs on Chainalysis products, focusing on how to effectively sell them. This includes educating partners on our Ideal Customer Profiles (ICPs), key use cases, effective sales plays, the process for qualifying and registering opportunities, co-sell workflows, and strategies for handling common objections. Ensuring our partners are well-equipped is crucial for their success and ours.
• • Cross-functional collaboration is essential for success. You will work hand-in-hand with our Sales, RevOps, Marketing, and Product teams to seamlessly integrate channel partners into our core growth strategies and motions. This ensures alignment and maximizes the collective impact of our go-to-market efforts.
• • You will establish clear governance cadences and operating rhythms. This includes setting up regular joint business plans, QBRs/Executive Business Reviews (EBRs), and pipeline and performance reviews with strategic partners. Internally, you will maintain consistent communication and alignment with key stakeholders across various departments.
• • You will collaborate closely with our Legal and Finance departments to develop and structure scalable commercial frameworks and standard terms. This involves defining optimal discount and margin structures, referral or rebate mechanisms, and establishing clear deal-desk guidelines that are consistent and effective across different global regions.
• • This role requires a deep understanding of the technology landscape and a passion for building strategic relationships. You will be at the forefront of expanding Chainalysis's reach and impact through a powerful network of channel partners, driving significant revenue growth and market penetration.