Original listing text, shown exactly as published by the company.
About the role
Juno's growth is driven by Travel Management Companies (TMCs). We have established partnerships with many of the TMCs that matter most in the corporate travel ecosystem, and this role is about going deep — not wide. Rather than expanding our partner network, you will focus on penetrating, activating, and maximizing the commercial impact of our existing TMC relationships.
This is an opportunity to define a new category inside Ramp — working on high-impact problems and helping scale Juno's product to thousands of customers. As a Channel Partner Manager, you will be the primary relationship owner for a defined book of TMC partners. You will drive revenue by activating dormant relationships, enabling partner sales teams to confidently position and sell Juno, and orchestrating the go-to-market motion that turns a signed agreement into consistent, compounding pipeline.
Your success will be measured by the SQLs and closed-won channel revenue you generate — both directly through co-selling and indirectly through the partners you enable to sell independently.
What you'll do
Partner activation & revenue generation
- Own a defined portfolio of TMC partners and serve as their primary point of contact at Juno — building trust at every level, from front-line Account Managers to senior leadership.
- Translate Juno's value proposition into language that resonates with TMC sales teams and their end clients — candidates, contractors, event travelers, and other non-employee guest populations.
- Design and execute comprehensive GTM plans for each partner, converting signed agreements into active, revenue-generating pipelines.
- Drive consistent top-of-funnel referral volume from TMC partners and support the close of referred client opportunities alongside a Juno AE.
- Conduct Quarterly Business Reviews and regular check-ins with partner leadership to align on goals, track progress, and course-correct as needed.
Enablement & partner success
- Build and deliver enablement programs that make it easy for TMC Account Managers, Account Executives, and Solution Consultants to identify, position, and close Juno opportunities independently.
- Create and maintain a library of partner-facing resources: pitch decks, objection-handling guides, competitive positioning, demo scripts, and co-branded materials.
- Run high-impact product demos and joint sales calls alongside TMC reps to model the right selling motion and accelerate deal cycles.
- Onboard new partner team members quickly and ensure ongoing product fluency as Juno's platform evolves.
- Develop deep expertise in Juno's product, workflows, and the corporate guest travel market — including TMC operating models, GDS technology, duty of care, and travel policy enforcement.
Cross-functional collaboration
- Work closely with Juno's direct sales, marketing, and growth teams to ensure channel-sourced opportunities are properly supported and closed.
- Partner with Product and Engineering to surface partner feedback and influence Juno's roadmap in ways that strengthen the channel.
- Collaborate with Marketing on co-marketing initiatives — webinars, event sponsorships, case studies, and joint demand generation — that amplify Juno's brand within the travel industry.
- Work with Operations to build dashboards and tracking systems that give you and leadership real-time visibility into partner pipeline health, activation rates, and revenue contribution.
Strategic insight & market positioning
- Develop a deep understanding of each partner's business model, revenue drivers, client base, and competitive positioning — and use that knowledge to identify where Juno creates the most differentiated value.
- Identify opportunities to deepen existing partnerships through new use cases, expanded product adoption, and co-developed solutions tailored to the corporate travel segment.
- Maintain a pulse on the corporate travel landscape — TMC market dynamics, next-gen travel technology, shifting enterprise buyer behavior — and bring those insights back to the Juno team.
What You Need
- 4–7 years of work experience, with at least 3 years in Channel Partner Management, Partnership Sales, Business Development, or Partner Success.
- Proven track record of activating and deepening existing channel relationships — you know how to turn a dormant partner into a productive revenue channel.
- Experience running structured enablement programs for partner sales teams, including technical demo training, objection handling, and competitive positioning.
- Strong executive presence and communication skills — able to build credibility with a TMC's C-suite and still roll up your sleeves with their front-line reps.
- Proficiency in CRM and AI tools, with comfort using data to track partner health, forecast pipeline, and drive decisions.
- High agency and ownership mentality — you operate with urgency and are comfortable with ambiguity.
Nice to haves
- Deep familiarity with the corporate travel ecosystem — how TMCs operate, how they go to market, and how to work effectively within their organizational structures.
- Familiarity with guest travel, non-employee travel, or relocation as a product category.
- Experience in a channel role at a SaaS company scaling through indirect distribution.
- Background in fintech or expense management — understanding how travel connects to the broader T&E ecosystem.
