About the company
The global financial ecosystem is changing. Revolutionary blockchain technology has unlocked the potential for people around the world to have more equal access to wealth and information. This transformation has begun with the mass global adoption of cryptocurrencies but like all new financial systems, it needs greater trust to realize its full potential and remain safe from bad actors. That’s where we come in. The Chainalysis blockchain data platform enables businesses, governments, and banks to solve the world’s most high-profile criminal cases, paving the way for an economy built on blockchains.
Job Summary
In this role, you’ll:
📍Build and execute the global channel strategy and program for Chainalysis, with a primary focus on resellers, VARs, distributors, MSPs, and SIs that extends our reach across target markets across crypto, financial services and public sector industries. 📍Develop and roll out a scalable channel partner program (tiers, requirements, benefits) that incentivizes partners to source, influence and close new business. 📍Hire, lead, and develop a small team of regional channel managers across the Americas, EMEA, APAC who will own day‑to‑day execution with local partners. 📍Define and track partner-sourced and partner‑influenced pipeline and revenue in collaboration with RevOps, and use data to guide investment, prioritization, and quarterly business reviews. 📍Design and deliver partner enablement on Chainalysis products and how to sell them – including ICPs and use cases, sales plays, how to qualify and register opportunities, co‑sell workflows, and objection handling. 📍Partner closely with Sales, RevOps, Marketing, and Product to define how channel partners fit into our core growth motions. 📍Establish governance cadences with strategic partners (joint business plans, QBRs/EBRs, pipeline and performance reviews) and with internal stakeholders. 📍Collaborate with Legal and Finance to structure scalable commercial frameworks and standard terms (discount/margin structures, referral or rebate mechanisms, and deal‑desk guidelines) that work across regions.
We’re looking for candidates who have:
📍Proven experience owning and scaling a channel partner motion for a technology company, including responsibility for partner strategy, program design, and execution. 📍Hands‑on experience working with resellers, VARs, distributors, MSPs, and/or systems integrators as core GTM routes (not just one‑off deals). 📍A track record of designing partner programs (tiers, incentives, enablement, performance metrics) that drove measurable increases in partner‑sourced revenue. 📍Demonstrated people leadership experience - setting goals, coaching channel or partner managers, and holding the team accountable to outcomes. 📍Strong commercial and operational acumen - comfortable with margin structures, rebate and incentive design, deal governance, and conflict resolution between direct and indirect motions.
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