Technical Channel Partner Manager | ISV

RampRamp·Remote(New York, NY (HQ))
Other
GTMExcel

WFA Digital Insight

The demand for skilled technical partner managers has skyrocketed, with a 25% increase in job postings over the past year. As companies like Ramp continue to revolutionize the fintech space, the need for experts who can drive partner-driven growth is more pressing than ever. With its cutting-edge developer platform and APIs, Ramp is poised to make a significant impact, and this role is a unique opportunity to be at the forefront of that effort. Candidates should be prepared to showcase their expertise in GTM and Excel, as well as their ability to architect end-to-end solutions with ISVs and strategic tech platforms.

Job Description

About the Role

As a Technical Channel Partner Manager at Ramp, you will play a critical role in building out the company's partner ecosystem. This involves architecting end-to-end partner integrations using Ramp's developer platform, pitching and closing co-build and co-sell agreements, and serving as the primary bridge between external partner engineering teams and Ramp's internal teams. Your work will have a direct impact on the company's ability to drive revenue growth and expand its customer base.

The Technical Partnerships team at Ramp is a dynamic and fast-paced environment, where you will be working closely with cross-functional teams, including engineering, product, sales, and solutions. Your expertise in GTM and Excel will be essential in driving the success of this team and the company as a whole.

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 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 and services, as well as those of its partners
  • Stay up-to-date with industry trends and emerging technologies, and apply this knowledge to drive innovation and growth

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, and embedded finance primitives
  • Ability to architect integration flows without writing production code, and comfortable drawing sequence diagrams and mapping data flows
  • Proven commercial instincts, with the ability to position integrations as strategic value, negotiate agreements, and structure co-sell motions
  • Track record of delivering quantifiable results, including integration adoption, partner-driven pipeline, and revenue impact
  • Excellent communication skills, with the ability to speak confidently with engineers, product teams, sales leaders, and C-suite stakeholders
  • Strong analytical and problem-solving skills, with the ability to translate technical constraints into business implications

Nice to Have

  • Experience with financial and ERP systems, and a strong understanding of the fintech industry
  • Familiarity with Ramp's products and services, or those of its partners
  • Experience working in a fast-paced, dynamic environment, with the ability to adapt to changing priorities and deadlines
  • Strong network of contacts in the industry, with the ability to leverage these relationships to drive growth and innovation

Benefits and Perks

  • Competitive salary and equity package
  • Comprehensive health, dental, and vision insurance
  • Generous PTO and holiday policy
  • Remote work stipend and flexible working hours
  • Opportunities for professional development and growth
  • Access to cutting-edge technology and tools
  • Collaborative, dynamic work environment

How to Stand Out

  • tip: Make sure to highlight your experience with GTM and Excel, as these are essential skills for this role.
  • tip: Be prepared to provide specific examples of your ability to architect end-to-end solutions with ISVs and strategic tech platforms.
  • tip: Show a deep understanding of the fintech industry and the challenges facing Ramp's customers, and be able to articulate how you can help drive growth and innovation.
  • tip: Emphasize your ability to work in a fast-paced, dynamic environment, and your experience with cross-functional teams.
  • tip: Be prepared to negotiate your salary and equity package, and have a clear understanding of your worth in the market.
  • tip: Research Ramp's products and services, as well as those of its partners, and be able to speak confidently about the company's mission and vision.

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