Ramp is looking for a Channel Partner Manager | Global Systems Integrator to build and scale a high-performing GSI channel that accelerates revenue. You'll own the end-to-end lifecycle from partner acquisition to activation, driving new logo acquisition and co-sell execution.
What You'll Do
- Define Ramp’s GSI channel strategy across ERP-aligned ecosystems like NetSuite, Sage, Microsoft, and QuickBooks.
- Prioritize and engage Tier 1 target GSIs and Tier 2 partners like Accenture and EY based on strategic potential.
- Build customized acquisition plans with stakeholder maps, executive introduction strategies, and business cases.
- Build deep, multi-functional relationships with GSI leadership, alliance managers, field sellers, and services leaders.
- Align Ramp value with GSI go-to-market and service offerings, including co-sell motions and integration consulting.
- Communicate partner insights to cross-functional stakeholders to drive better alignment across the partnership.
- Lead the creation and launch of lightweight GTM plans, co-branded enablement, and joint account mapping campaigns.
- Partner with marketing to build scalable messaging, case studies, and co-hosted events or webinars.
- Establish partner training, certification, and incentive frameworks that reward impact and create repeatable success.
- Drive GSI-sourced SQLs, pipeline, and closed-won revenue across ERP ecosystems.
- Collaborate with sales operations to implement forecasting, attribution, and pipeline tracking.
- Optimize co-sell plays and influence motions with clear reporting, attribution models, and feedback loops.
What We're Looking For
- 8+ years of experience in partnerships, business development, or strategic alliances, ideally with GSIs, ERPs, or fintech/SaaS ecosystems.
- Proven ability to build GTM plans, drive pipeline, and navigate complex, matrixed partner organizations.
- Deep understanding of services partner models and co-sell strategies.
- Comfort with CRM/PRM tools, pipeline reporting, and cross-functional program development.
- Executive presence and communication skills that inspire trust and clarity across stakeholders.
Nice to Have
- Think like a builder and operator, energized by ambiguity and creating from scratch.
- A passion for technology, business transformation, and unlocking value for both Ramp and our partners.
- Love collaborating cross-functionally with sales, marketing, product, enablement, and finance teams.
- Measure success through impact, tracking numbers, learning fast, and always looking to optimize.
Team & Environment
You'll work cross-functionally across sales, marketing, product, and enablement, along with Ramp’s executive leadership, reporting to the Head of Partnerships.
Benefits & Compensation
- 100% medical, dental & vision insurance coverage for you, partially covered for your dependents.
- One Medical annual membership.
- 401k including employer match on contributions made while employed by Ramp.
- Flexible PTO.
- Fertility HRA (up to $5,000 per year).
- WFH stipend to support your home office needs.
- Wellness stipend.
- Parental Leave.
- Relocation support to NYC or SF.
- Pet insurance.
- Compensation: For candidates in NYC or SF, the pay range is $205,000 - $300,000. For all other locations, the pay range is $185,000 - $270,000.
Work Mode
This role operates in a local-city mode, based in NYC or SF.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
