Channel Partner Manager, Juno
About Juno
Juno is a modern guest travel platform designed to handle the complexities of non-employee travel, including candidates, contractors, customers, and event attendees. It operates as a startup within Ramp, leveraging the resources of one of the fastest-growing fintechs in the country.
About the Role
This role focuses on deepening existing relationships with Travel Management Companies (TMCs) to drive revenue and maximize the commercial impact of these partnerships. The Channel Partner Manager will own a defined portfolio of TMC partners, serving as their primary point of contact at Juno.
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.
Translate Juno's value proposition into language that resonates with TMC sales teams and their end clients.
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 and run high-impact product demos and joint sales calls alongside TMC reps.
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, such as 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, including TMC market dynamics, next-gen travel technology, and 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.
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, operating with urgency and comfortable with ambiguity.
Nice to haves
Deep familiarity with the corporate travel ecosystem, including how TMCs operate 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.