Channel Partner Manager, AMER

About the role

The Channel Partner Manager, Americas is responsible for the day-to-day management and activation of channel partners across the United States and the broader Americas region. This role serves as the critical bridge between internal sales, marketing, and RevOps teams and the external partner ecosystem, ensuring alignment and joint execution. The hire will build strong working relationships with System Integrators, consulting firms, resellers, distributors, and Managed Service Providers, acting as the primary point of contact for these key accounts. They will develop and execute joint business plans designed to increase partner-sourced pipeline and expand partner contribution to regional growth. This position requires strong commercial judgment to prioritize opportunities, manage competing demands, and navigate ambiguity in a fast-paced environment. The role focuses on enabling partners to effectively position Chainalysis, qualify opportunities, and navigate internal sales plays to drive measurable business outcomes. Finally, the hire will track partner activity and performance metrics in collaboration with RevOps and sales leadership to ensure continuous improvement and successful execution of the regional channel strategy.

Key facts

What you'll do

Build strong working relationships with key partners in-region, including SI's, consulting firms, resellers, distributors, and MSPs, and serve as the primary point of contact for partner engagement within the geo.

Drive partner enablement so partners can effectively position Chainalysis, qualify opportunities, navigate sales plays, and work within our channel processes and requirements.

Develop and execute joint plans with priority partners in AMER to increase partner-sourced pipeline, improve partner engagement, and expand partner contribution to regional growth.

Work closely with regional sales leaders, AEs, RevOps, Marketing, and Partnerships to align partners to the right accounts, opportunities, and go-to-market motions in-region.

Identify high-potential regional partners to prioritize, grow existing partner performance, and help recruit new partners where there is clear market opportunity or coverage need.

Support internal field enablement in AMER so sellers understand when and how to engage partners, the relevant program guidelines, and how to work effectively with indirect routes to market.

Run a consistent operating cadence with top partners, including business reviews, pipeline check-ins, account mapping, and escalation management where needed.

Track partner activity and outcomes in partnership with RevOps and sales, including partner-sourced pipeline, training progress, and overall partner performance in the region.

Coordinate closely with the broader Partnerships team to ensure regional execution is aligned to the overall program while remaining focused on in-market partner activation and revenue growth.

Advocate for partner needs and feedback to internal stakeholders to refine programs, processes, and go-to-market strategies that improve the partner experience.

Collaborate with Marketing to co-develop and execute partner-specific campaigns and content that drive awareness and demand within the partner ecosystem.

Ensure compliance with program guidelines and contractual requirements while helping partners understand the value of these processes.

Identify and escalate cross-functional roadblocks that prevent partners from achieving their pipeline and revenue objectives.

Leverage data and insights to review partner performance, identify trends, and recommend actions to optimize the channel strategy in the region.

Act as a subject matter expert on the channel organization, providing guidance and training to internal teams on partner dynamics and best practices.

Requirements

Proven experience managing channel, reseller, MSP, VAR, and SI relationships at a B2B technology or services company.

Demonstrated ability to enable partners effectively, including training on value proposition, sales plays, qualification, and how to work opportunities with internal sales teams.

Experience driving measurable business outcomes through partners, including partner-sourced pipeline, revenue, and growth.

Strong cross-functional collaboration skills, with experience working closely with sales, marketing, RevOps, and other internal stakeholders to execute partner plans.

Strong commercial judgment and execution skills, including the ability to prioritize partners, manage competing opportunities, and navigate ambiguity in a fast-moving environment.

Experience working in the US or in a multi-country region with different market dynamics, sales motions, and partner maturity levels.

Strong communication and stakeholder management skills, with the ability to build credibility internally and externally.

Knowledge of the crypto and blockchain ecosystem and how it ties into the financial services industry, and the ability to ramp quickly on Chainalysis products, use cases, and customer needs in order to enable partners effectively.

Background in crypto, financial services, fintech, and/or compliance software.

Nice to have

Experience at a consulting/services firm advising clients on digital asset initiatives.

Experience with PRM tools, deal registration processes, account mapping, and partner performance tracking.

Experience building channels in an environment where direct sales and indirect routes to market must coexist and be carefully governed.

Comfort working across time zones and in a highly matrixed global organization.

Practical notes

This role is based in the New York Office but includes remote work within the United States.

The position requires travel to meet key partners and attend industry events as needed.

Candidates must be authorized to work in the United States.

Relocation support may be considered for the right candidate based on business needs.