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 b