Original listing text, shown exactly as published by the company.
About the Role
Ramp is building the financial operating system for modern businesses, and our strategic technology partnerships are a core lever for enterprise growth. We're looking for a Senior Channel Partner Manager to own co-sell execution, partner activation, and relationship depth across Ramp's most important technology partnerships — including cloud partnerships with AWS, Microsoft, Google, and Oracle.
This is a high-visibility, high-impact role. You will be the operational leader of our partner GTM motion — driving co-sell pipeline, owning joint business planning, and building the executive relationships that make partnerships compoundable. You'll work closely with sales, marketing, product, and executive leadership to turn strategic partnerships into measurable revenue.
What You'll Do
- Own and grow relationships with Ramp’s strategic technology partners, developing executive alignment, joint business plans, product collaboration, and go-to-market initiatives that drive mutual customer value and revenue growth
- Own the end-to-end co-sell motion across Ramp's strategic technology partnerships, driving partner-influenced pipeline generation, marketplace attach rates, and partner-assisted deal closes
- Coordinate joint opportunity registration and deal progression with alliance counterparts at AWS, Microsoft, Google, Oracle, and other key partners; maintain an accurately forecasted co-sell pipeline
- Develop and execute partner activation plans — field seller enablement, co-sell plays, battle cards, and enablement materials for both Ramp's internal sales team and partner field teams
- Drive partner field engagement: account mapping sessions, GTM workshops, joint prospecting, and co-branded events; identify and cultivate partner champions at each alliance
- Own the KPI framework for each partnership — co-sell pipeline, partner-influenced revenue, marketplace transactions, and activation depth — and run quarterly business reviews (QBRs) with partner counterparts
- Build and maintain senior-level relationships (Head of Alliances, SVP of Sales, GTM) at each strategic partner to ensure Ramp is positioned as a preferred co-sell partner
- Support Ramp executive sponsors in joint engagements, partner advisory boards, and strategic roadmap conversations; represent Ramp at partner events and industry conferences
- Own marketplace mechanics to support Ramp deals on technology marketplaces, including listing strategy, co-sell motions, private offers, procurement workflows, and partner coordination to accelerate deal velocity and improve win rates
- Manage Ramp's participation in partner programs across AWS, Microsoft, Google, and Oracle — tier maintenance, benefit utilization, and compliance; collaborate with product, legal, and finance on integration roadmaps and deal structures
What You Need
- 7+ years in channel partnerships, alliances, or partner GTM roles with a strong track record in strategic technology partnerships (hyperscalers, enterprise SaaS, or ERP platforms)
- Demonstrated track record building and scaling co-sell motions with AWS, Azure, Google, or similarly structured ISV/marketplace programs
- Experience managing joint business plans, QBRs, and executive-level partner relationships at Fortune 500 technology companies
- Deep knowledge of cloud marketplace mechanics — partner portal workflows, co-sell program structures, and incentive utilization across major cloud providers
- Strong commercial instincts: thinks in terms of pipeline, attach rate, and influenced revenue — improving the overall partnership health
- Exceptional communicator able to run an executive QBR and a field-level account mapping workshop with equal confidence
- Highly organized with the ability to manage multiple partners, cross functional stakeholders, timelines, and deliverables simultaneously; data-driven and comfortable in Salesforce and building metrics dashboards
Nice to Haves
- Background in B2B SaaS or fintech; experience selling to or through enterprise finance and procurement buyers
- Familiarity with financial or ERP platform ecosystems
