高级渠道合作伙伴经理, 嵌入式ISV
Senior Channel Partner Manager, Embedded ISV
RAMP简介
Ramp正在为财务团队构建智能基础设施，嵌入企业每一美元支出的交易流程中。我们自动化处理超过2000亿美元的年度支出在70,000多家公司中的流动：授权付款、标记风险、分类支出并完成账务结算。
这些问题具有高风险、数据密集且不容错误。
我们招聘具有高度自主性和紧迫感的人才。我们更看重能力的斜率而非初始位置。我们不太关注你在哪里接受培训，而更关注你实际构建了什么。在Ramp，每个人都是全程负责问题的建造者，并做出影响结果的重要决策。
Ramp的中位客户在第一年节省了5%的成本，并实现了16%的收入增长——远超没有使用Ramp的企业。我们相信每家有抱负的公司都应享有同样的优势。
如果你希望构建直接塑造企业如何移动和管理数十亿美元的系统，Ramp就是你的选择。
职位简介
Ramp正在扩展其合作伙伴生态系统，技术合作伙伴团队位于产品、销售、工程和不断壮大的第三方平台网络的交汇点。作为渠道合作伙伴经理，你将把Ramp的开发者平台和嵌入式金融功能转化为可扩展、产生收入的合作伙伴关系，与ISV、嵌入式金融合作伙伴和战略技术平台合作。你不仅会帮助集成上线；你还会让它们成为可重复的由合作伙伴驱动的增长引擎。
你将被期望发掘并塑造合作伙伴机会，提出并达成共同开发和共同销售协议，负责商业成功指标，并协调Ramp内部团队和外部合作伙伴团队实现有意义的激活和收入。
你将负责：
- 识别、优先排序并达成高价值的ISV和嵌入式合作伙伴机会，其中Ramp可以推动显著的TPV、激活和收入
- 向第三方平台、ISV和战略合作伙伴提出、协商并达成共同开发和共同销售协议
- 与产品、销售、解决方案、法律、工程和市场团队跨职能协作，将合作伙伴机会转化为可扩展的商业动作
- 定义合作伙伴成功指标（激活的TPV、采用率、留存率、由合作伙伴驱动的销售渠道和收入），并对实现这些指标负责
- 管理高级合作伙伴关系，并在外部合作伙伴团队和Ramp的产品、工程、销售及法律团队之间担任商业核心角色
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ABOUT RAMP
Ramp is building the smart infrastructure for finance teams, embedded in the transaction flow of every dollar a business spends. We automate how over $200B in annualized spend flows in and out of 70,000+ companies: authorizing payments, flagging risk, categorizing spend, and closing books.
The problems are high-stakes, data-dense, and unforgiving.
We hire people with high agency and high urgency. We look for slope over intercept. We care less about where you trained and more about what you’ve built. At Ramp, everyone is a builder who owns problems end to end and makes consequential decisions that shape the outcome.
The median Ramp customer saves 5% and grows revenue 16% in their first year – far in excess of businesses operating without Ramp. We believe every ambitious company deserves the same.
If you want to build systems that directly shape how companies move and manage billions, Ramp is the place to do it.
ABOUT THE ROLE
Ramp is building out its partner ecosystem, and the Technology Partnerships team sits at the intersection of product, sales, engineering, and our growing network of third-party platforms. As a Channel Partner Manager, you'll turn Ramp's developer platform and embedded finance capabilities into scalable, revenue-generating partnerships with ISVs, embedded finance partners, and strategic tech platforms. You won't just help integrations launch; you'll make them a repeatable engine of partner-driven growth.
You will be expected to source and shape partner opportunities, pitch and close co-build and co-sell agreements, own commercial success metrics, and orchestrate Ramp's internal teams and external partner teams toward meaningful activation and revenue.
WHAT YOU'LL DO
- Identify, prioritize, and close high-value ISV and embedded partner opportunities where Ramp can drive meaningful TPV, activation, and revenue
- Pitch, negotiate, and close co-build and co-sell agreements with third-party platforms, ISVs, and strategic partners
- Collaborate cross-functionally with product, sales, solutions, legal, engineering, and GTM teams to turn partner opportunities into scalable commercial motions
- Define partnership success metrics (activated TPV, adoption, retention, partner-driven pipeline, and revenue) and be accountable for delivering against them
- Manage senior partner relationships and act as the commercial quarterback between external partner teams and Ramp's product, engineering, sales, and legal teams
- Identify integration blockers, ask strong questions, and bring the right Ramp experts into the room — without needing to personally architect every solution
- Influence partner roadmaps, product prioritization, and GTM motions based on integration opportunities and ecosystem gaps
WHAT YOU NEED
- 6+ years of experience and a strong track record in technical sales, BD, alliances, channel partnerships, or strategic platform partnerships with measurable commercial outcomes
- Proven commercial instincts: able to identify the right partner wedge, position integrations as strategic value, negotiate agreements, and structure co-sell or embedded distribution motions
- Understanding of REST APIs, webhooks, authentication flows, and embedded finance primitives
- Track record of delivering quantifiable results: activated revenue/volume, partner-driven pipeline, revenue impact, integration adoption, or similar outcomes from commercial partnership roles
- Comfort selling to product and engineering leaders, understanding of API-based partnership models, and recognize when technical constraints create business/financial risk
- Ability to translate between technical and commercial teams: comfortable discussing APIs, data flows, and implementation tradeoffs, but primarily oriented around deal strategy, partner value, and activation
- Excellent communication skills with the ability to speak confidently with engineers, product teams, sales leaders, and C-suite stakeholders, and translate technical constraints into business implications
- Bias toward execution and speed: you move fast, deliver clean work, and push initiatives across teams to completion
- Comfort working in ambiguity — you thrive when documentation is incomplete, requirements evolve, and decisions must be made without perfect information
NICE TO HAVES
- Previous experience at a fintech or embedded-finance company
- History of working with ERP, accounting, procurement, or spend-management platforms, or building integrations for them
- Prior success in co-sell or partner-driven GTM motions
- Familiarity with compliance or financial workflows (expense management, reimbursements, vendor payments, bookkeeping, etc.)
BENEFITS AVAILABLE TO ALL FULL-TIME RAMP EMPLOYEES (GLOBAL)
- Flexible PTO
- Centralized home-office equipment ordering
- Health and wellness stipend
- Budget for intra-office travel
- Weekly coffee stipend
UNITED STATES
- 100% medical, dental & vision insurance coverage for you, with partial coverage for dependents
- One Medical annual membership
- 401(k), including employer match on contributions made while employed by Ramp
- Fertility HRA (up to $10,000 per year)
- Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay
- Pet insurance
- In-office perks: lunch, snacks, drinks, and more
- Relocation expense coverage to NYC or SF (if needed)
CANADA
- Group medical, dental, and vision coverage through Sun Life
- Life, AD&D, and disability coverage
- Fertility drug coverage (up to $4,000 lifetime)
- Group Retirement Plan with employer match (RRSP + DPSP)
- Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay, with additional time available at reduced pay
- Employee Assistance Program and virtual care through Lumino Health
UNITED KINGDOM
- Private medical insurance through Freedom Elite
- Virtual GP and at-home care via eMed x Livi
- Workplace pension through Penfold, with salary sacrifice option
- Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay with additional time available at reduced pay
REFERRAL INSTRUCTIONS
If you are being referred for the role, please contact that person to apply on your behalf.
OTHER NOTICES
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Beware of recruiting scams: Ramp will only contact you through official @Ramp.com http://Ramp.com email addresses and will never ask for payment or sensitive personal information during the hiring process.
Ramp Applicant Privacy Notice https://ramp.com/legal/applicant-privacy-notice