About Ramp
Ramp is building the smart infrastructure for finance teams, embedded in the transaction flow of every dollar a business spends. We automate how over $200B in annualized spend flows in and out of 70,000+ companies: authorizing payments, flagging risk, categorizing spend, and closing books.
The problems are high-stakes, data-dense, and unforgiving.
We hire people with high agency and high urgency. We look for slope over intercept. We care less about where you trained and more about what you've built. At Ramp, everyone is a builder who owns problems end to end and makes consequential decisions that shape the outcome.
The median Ramp customer saves 5% and grows revenue 16% in their first year - far in excess of businesses operating without Ramp. We believe every ambitious company deserves the same.
If you want to build systems that directly shape how companies move and manage billions, Ramp is the place to do it.
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. Were looking for a Senior Channel Partner Manager to own co-sell execution, partner activation, and relationship depth across Ramps 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. Youll work closely with sales, marketing, product, and executive leadership to turn strategic partnerships into measurable revenue.
What Youll 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 Ramps 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 Ramps 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 Ramps 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
Benefits available to all full-time Ramp employees (Global)
United States
Canada
United Kingdom
Referral Instructions
If you are being referred for the role, please contact that person to apply on your behalf.
Other notices
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Beware of recruiting scams: Ramp will only contact you through official @Ramp.com email addresses and will never ask for payment or sensitive personal information during the hiring process.
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