Channel Partner Manager

Ramp is a financial operations platform designed to save companies time and money. Our all-in-one solution combines payments, corporate cards, vendor management, procurement, travel booking, and automated bookkeeping with built-in intelligence to maximize the impact of every dollar and hour spent. More than 30,000 businesses, from family-owned farms to e-commerce giants to space startups, have saved $2B and 20M hours with Ramp. Founded in 2019, Ramp powers the fastest-growing corporate card and bill payment platform in America, and enables over $55 billion in purchases each year.

Ramp’s investors include Thrive Capital, Sands Capital, General Catalyst, Founders Fund, Khosla Ventures, Sequoia Capital, Greylock, and Redpoint, as well as over 100 angel investors who were founders or executives of leading companies. The Ramp team comprises talented leaders from leading financial services and fintech companies—Stripe, Affirm, Goldman Sachs, American Express, Mastercard, Visa, Capital One—as well as technology companies such as Meta, Uber, Netflix, Twitter, Dropbox, and Instacart.

Ramp has been named to Fast Company’s Most Innovative Companies list and LinkedIn’s Top U.S. Startups for more than 3 years, as well as the Forbes Cloud 100, CNBC Disruptor 50, and TIME Magazine’s 100 Most Influential Companies.

About the Role

We are seeking a GSI Partner Lead to build and scale a high-performing Global Systems Integrator (GSI) channel that accelerates revenue through new logo acquisition, co-sell execution, and services alignment. This role is designed for a strategic operator and relationship builder who can architect scalable programs while driving impact with executives & their teams.

You’ll own the end-to-end lifecycle of GSI acquisition and activation — from identifying strategic partners and launching joint go-to-market programs, to generating pipelines and building multi-threaded relationships across sales, delivery, and alliance teams. You will report to Ramp’s Head of Partnerships and work cross-functionally across sales, marketing, product, and enablement, along with Ramp’s executive leadership.

What You’ll Do

GSI Strategy & Acquisition

• Define Ramp’s GSI channel strategy across ERP-aligned ecosystems (e.g., NetSuite, Sage, Microsoft, QuickBooks, etc.).
• Prioritize and Tier 1 target GSIs and engage Tier 2: Accenture, EY) based on strategic potential and relationship maturity.
• Build customized acquisition plans with stakeholder maps, executive introduction strategies, and business case development.

Multi-Threaded Relationship Management

• 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, onboarding delivery, and integration consulting.
• Take what you learn and communicate it to cross-functional stakeholders to drive better alignment across the Ramp / GSI partnership.
  
  

Program Design & GTM Execution

• 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/webinars.
• Establish partner training, certification, and incentive frameworks that reward impact and create repeatable success.

Pipeline & Revenue Ownership

• Drive GSI-sourced SQLs, pipeline, and closed-won revenue across ERP ecosystems.
• Collaborate with sales ops to implement forecasting, attribution, and pipeline tracking.
• Optimize co-sell plays and influence motions with clear reporting, partner attribution models, and feedback loops.

What You Need

• 8 years 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 Haves

• Think like a builder and operator — you’re energized by ambiguity and creating from scratch.
• Have 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 your success through impact — you track the numbers, learn fast, and always look to optimize.

For candidates located in NYC or SF, the pay range for this role is $205,000 - $282,000. For candidates located in all other locations, the pay range for this role is $185,000-$254,000.

Benefits (for U.S.-based full-time employees)

• 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

Other notices

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

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