Channel Partner Manager, ISV
ABOUT THE ROLE
Ramp is building out its partner ecosystem, and the Technical Partnerships team sits at the intersection of product, engineering, sales, and our growing network of third-party platforms. As a Technical Channel Partnerships Manager, you'll turn Ramp's developer platform and APIs into scalable, revenue-generating integrations; architecting end-to-end solutions with ISVs, embedded finance partners, and strategic tech platforms. You won't just make integrations work; you'll make them a repeatable engine of partner-driven growth.
You will be expected to pitch and close co-build and co-sell agreements, own integration success metrics, and serve as the primary bridge between external partner engineering teams and Ramp's internal teams, delivering integrations that drive meaningful adoption and revenue.
WHAT YOU'LL 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 (adoption, usage, retention, 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 — clarifying data flows, responsibilities, timelines, and deliverables
- 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
WHAT YOU NEED
- 5+ years of experience and a strong track record in partner sales, BD, alliances, or channel partnerships (with meaningful ISV/tech partner exposure)
- Strong understanding of REST APIs, webhooks and event-driven architecture, data models and schema design, authentication flows (OAuth, API keys), embedded finance primitives, and general principles of financial and ERP systems
- Ability to architect integration flows without writing production code — comfortable drawing sequence diagrams, mapping data flows, and specifying responsibilities on both the partner and Ramp sides
- Proven commercial instincts: able to position integrations as strategic value, negotiate agreements, and structure co-sell motions
- Track record of delivering quantifiable results — integration adoption, partner-driven pipeline, revenue impact, or similar outcomes 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, 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.)