Channel Partner Manager, Juno

## About the Role As a Channel Partner Manager at Ramp, you will be part of Juno, a modern guest travel platform designed to simplify the complex workflows associated with non-employee travel. Your primary focus will be on establishing and enhancing relationships with Travel Management Companies (TMCs), driving revenue through the activation of dormant partnerships, and enabling partner sales teams to confidently position and sell Juno's services. This role is critical in defining a new category within Ramp and scaling Juno's product to thousands of customers.

The success of Juno's growth is heavily dependent on its partnerships with TMCs. By going deep rather than wide, you will concentrate on maximizing the commercial impact of these existing relationships. This involves understanding the high-stakes, data-dense environment in which these partnerships operate and developing strategies that address the unique challenges faced by TMCs and their clients.

As part of Juno, a startup within Ramp, you will enjoy the autonomy and ownership of an early-stage company coupled with the resources of one of the fastest-growing fintechs in the country. This unique setup allows for high agency and high urgency, where every decision you make has a direct impact on the growth and success of Juno and its partners.

## What You Will Do - Own a defined portfolio of TMC partners, serving as their primary point of contact and building trust at every level.

• Translate Juno's value proposition into language that resonates with TMC sales teams and their end clients, including candidates, contractors, event travelers, and other non-employee guest populations.
• Design and execute comprehensive go-to-market (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 Account Executive.
• Conduct Quarterly Business Reviews and regular check-ins with partner leadership to align on goals, track progress, and course-correct as needed.
• 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, including 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 offerings evolve.

## What We Are Looking For - Proven experience in partner management or a related field, preferably in the travel or fintech industry.

• Strong understanding of the complexities associated with non-employee travel and expense management.
• Excellent sales and negotiation skills, with the ability to communicate effectively with both technical and non-technical stakeholders.
• Experience in designing and executing successful GTM strategies.
• Ability to work in a fast-paced environment with high agency and urgency.
• Strong analytical and problem-solving skills, with the ability to drive data-driven decisions.
• Excellent interpersonal and relationship-building skills, with the ability to build trust at all levels of partner organizations.
• Familiarity with digital marketing and sales tools, including CRM systems.
• Ability to travel as required, up to 20% of the time.

## Nice to Have - Experience working with travel management companies or in the corporate travel sector.

• Knowledge of the fintech industry and its trends.
• Certification in sales, marketing, or a related field.
• Experience with product demos and joint sales calls.

## Benefits and Perks - Competitive salary and equity package.

• Comprehensive health insurance, including dental and vision.
• Generous PTO policy, including paid holidays.
• Remote work stipend to support your home office setup.
• Professional development opportunities, including training and conference sponsorships.
• Access to the latest digital tools and technologies.
• Opportunity to be part of a fast-growing and innovative company in the fintech sector.

- Develop a strong understanding of the travel management industry, including the challenges faced by TMCs and their clients, to effectively communicate Juno's value proposition.

• Focus on building a portfolio of enablement resources that can be used by TMC partners to independently sell Juno's services, including pitch decks, demo scripts, and competitive positioning guides.
• Prepare to discuss specific examples of successful partner activations and how you drove revenue growth through strategic GTM planning and execution.
• Emphasize your ability to work in a fast-paced environment with high agency and urgency, and provide examples of how you've made data-driven decisions in previous roles.
• Highlight any experience with travel management companies or in the corporate travel sector, as this can be a significant advantage in understanding the complexities of non-employee travel and expense management.
• Be ready to discuss your approach to relationship-building and how you establish trust with partners at all levels, from front-line account managers to senior leadership.
• Consider creating a portfolio of your work, including any relevant marketing materials, sales strategies, or analytical reports that demonstrate your skills and experience in partner management and sales.