Senior Technical Channel Partner Manager | ISV

About the Role

The role requires a unique blend of technical expertise, business acumen, and interpersonal skills. You will be the primary bridge between external partner engineering teams and Ramp's internal teams, ensuring the delivery of integrations that drive meaningful adoption and revenue. With a focus on high agency and high urgency, you will be expected to pitch and close co-build and co-sell agreements, own integration success metrics, and collaborate cross-functionally with various teams.

Ramp is committed to building a smart infrastructure for finance teams, and this role plays a vital part in that mission. By leveraging your technical expertise and business instincts, you will help shape the company's partner-driven growth strategy and contribute to the development of cutting-edge financial solutions.

What You Will Do

• Architect end-to-end partner integrations using Ramp's developer platform, including APIs, webhooks, authentication flows, embedded finance primitives, and workflow automation
• Pitch, negotiate, and close co-build and co-sell agreements with third-party platforms, ISVs, and strategic partners
• Collaborate cross-functionally with engineering, product, sales, solutions, legal, and GTM teams to design robust, scalable partnership strategies
• Define integration success metrics, including adoption, usage, retention, and partner-driven revenue, and be accountable for delivering against them
• Manage partner relationships and act as the primary bridge between external partner engineering teams and internal Ramp teams
• Proactively identify integration blockers and architect around constraints such as rate limits, data model mismatches, scaling, security, and compliance requirements
• Influence partner roadmaps, product prioritization, and GTM motions based on integration opportunities and ecosystem gaps
• Develop and maintain a deep understanding of Ramp's products, APIs, and technical infrastructure
• Stay up-to-date with industry trends and emerging technologies in the finance and tech spaces

What We Are Looking For

• 7+ years of experience in partner sales, BD, alliances, or channel partnerships, with meaningful ISV/tech partner exposure
• Strong understanding of REST APIs, webhooks, event-driven architecture, data models, schema design, authentication flows, embedded finance primitives, and general principles of financial and ERP systems
• Ability to architect integration flows without writing production code, with experience drawing sequence diagrams, mapping data flows, and specifying responsibilities
• Proven commercial instincts, with a track record of delivering quantifiable results from full-stack partnership, integrations, or ecosystem-building roles
• Excellent communication skills, with the ability to speak confidently with engineers, product teams, sales leaders, and C-suite stakeholders
• Strong understanding of GTM and technical integrations, with experience using tools like Excel
• Ability to work in a fast-paced environment, with a focus on high agency and high urgency

Nice to Have

• Experience working with finance and tech companies, with a deep understanding of the industry landscape
• Knowledge of emerging technologies, such as blockchain, AI, and machine learning
• Familiarity with cloud-based platforms, such as AWS or Google Cloud
• Certification in a related field, such as finance or technology

Benefits and Perks

• Competitive salary and equity package
• Comprehensive health, dental, and vision insurance
• Flexible PTO and remote work policy
• Access to cutting-edge technology and tools
• Opportunity to work with a talented and passionate team
• Professional development and growth opportunities
• Recognition and rewards for outstanding performance

• Develop a strong understanding of GTM and technical integrations, and be prepared to discuss your experience with these concepts in an interview.
• Familiarize yourself with Ramp's products and APIs, and be ready to provide examples of how you would architect integration flows.
• Highlight your ability to work cross-functionally and collaborate with various teams, including engineering, product, and sales.
• Emphasize your commercial instincts and track record of delivering quantifiable results from full-stack partnership, integrations, or ecosystem-building roles.
• Be prepared to discuss your experience with cloud-based platforms, emerging technologies, and industry trends in the finance and tech spaces.
• Showcase your ability to communicate complex technical concepts to non-technical stakeholders, and provide examples of your excellent communication skills.
• Research the company culture and values, and be prepared to discuss how you align with Ramp's emphasis on high agency and high urgency.