Channel Partner Manager, Juno

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 JUNO Ramp recently acquired Juno to tackle a massive, unsolved problem: guest travel and expense. Juno is a modern guest travel platform built to handle the complexity of non-employee travel — candidates, contractors, customers, event attendees — workflows that are high-volume, time-sensitive, and operationally complex. You'll operate as part of Juno — a startup within Ramp — with the autonomy and ownership of an early-stage company and the resources of one of the fastest-growing fintechs in the country. ABOUT THE ROLE Juno's growth is driven by Travel Management Companies (TMCs). We have established partnerships with many of the TMCs that matter most in the corporate travel ecosystem, and this role is about going deep — not wide. Rather than expanding our partner network, you will focus on penetrating, activating, and maximizing the commercial impact of our existing TMC relationships. This is an opportunity to define a new category inside Ramp — working on high-impact problems and helping scale Juno's product to thousands of customers. As a Channel Partner Manager, you will be the primary relationship owner for a defined book of TMC partners. You will drive revenue by activating dormant relationships, enabling partner sales teams to confidently position and sell Juno, and orchestrating the go-to-market motion that turns a signed agreement into consistent, compounding pipeline. Your success will be measured by the SQLs and closed-won channel revenue you generate — both directly through co-selling and indirectly through the partners you enable to sell independently. WHAT YOU'LL DO Partner activation & revenue generation - Own a defined portfolio of TMC partners and serve as their primary point of contact at Juno — building trust at every level, from front-line Account Managers to senior leadership. - Translate Juno's value proposition into language that resonates with TMC sales teams and their end clients — candidates, contractors, event travelers, and other non-employee guest populations. - Design and execute comprehensive 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 AE. - Conduct Quarterly Business Reviews and regular check-ins with partner leadership to align on goals, track progress, and course-correct as needed. Enablement & partner success - 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: 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 platform evolves. - Develop deep expertise in Juno's product, workflows, and the corporate guest travel market — including TMC operating models, GDS technology, duty of care, and travel policy enforcement. Cross-functional collaboration - Work closely with Juno's direct sales, marketing, and growth teams to ensure channel-sourced opportunities are properly supported and closed. - Partner with Product and Engineering to surface partner feedback and influence Juno's roadmap in ways that strengthen the channel. - Collaborate with Marketing on co-marketing initiatives — webinars, event sponsorships, case studies, and joint demand generation — that amplify Juno's brand within the travel industry. - Work with Operations to build dashboards and tracking systems that give you and leadership real-time visibility into partner pipeline health, activation rates, and revenue contribution. Strategic insight & market positioning - Develop a deep understanding of each partner's business model, revenue drivers, client base, and competitive positioning — and use that knowledge to identify where Juno creates the most differentiated value. - Identify opportunities to deepen existing partnerships through new use cases, expanded product adoption, and co-developed solutions tailored to the corporate travel segment. - Maintain a pulse on the corporate travel landscape — TMC market dynamics, next-gen travel technology, shifting enterprise buyer behavior — and bring those insights back to the Juno team. WHAT YOU NEED - 4–7 years of work experience, with at least 3 years in Channel Partner Management, Partnership Sales, Business Development, or Partner Success. - Proven track record of activating and deepening existing channel relationships — you know how to turn a dormant partner into a productive revenue channel. - Experience running structured enablement programs for partner sales teams, including technical demo training, objection handling, and competitive positioning. - Strong executive presence and communication skills — able to build credibility with a TMC's C-suite and still roll up your sleeves with their front-line reps. - Proficiency in CRM and AI tools, with comfort using data to track partner health, forecast pipeline, and drive decisions. - High agency and ownership mentality — you operate with urgency and are comfortable with ambiguity. NICE TO HAVES - Deep familiarity with the corporate travel ecosystem — how TMCs operate, how they go to market, and how to work effectively within their organizational structures. - Familiarity with guest travel, non-employee travel, or relocation as a product category. - Experience in a channel role at a SaaS company scaling through indirect distribution. - Background in fintech or expense management — understanding how travel connects to the broader T&E ecosystem. BENEFITS AVAILABLE TO ALL FULL-TIME RAMP EMPLOYEES (GLOBAL) • Flexible PTO • Unlimited AI token usage • 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 support to NYC or SF (as 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 email addresses and will never ask for payment or sensitive personal information during the hiring process. Ramp Applicant Privacy Notice