Principal, Product and Technology Partnerships

2 weeks, 6 days ago
Full-time
Lead
Product Management
Sonar

Sonar

Sonar is the industry leader in clean code solutions, trusted by millions of developers worldwide. Their products like SonarLint, SonarQube, and SonarCloud enable efficient code quality management and continuous inspection for better software development.

Internet Software & Services
251-1K
Founded 2008
$457M raised

Description

  • Drive Sonar’s partnership strategy with selected distribution technology partners in line with company growth objectives.
  • Identify, evaluate, and prioritize strategic partnership opportunities across the partner landscape.
  • Build and manage long-term relationships with technical, product, and business leaders at target partner companies.
  • Conduct quarterly business reviews with Sonar’s Sales and Channel Partner organizations and partner stakeholders.
  • Lead the full partnership lifecycle for resell and OEM partners, from engagement model definition through closure.
  • Draft term sheets and negotiate complex distribution, licensing, and collaboration agreements.
  • Develop joint go-to-market plans with partners to market integrated solutions to developer and engineering management audiences.
  • Work cross-functionally with Product Management, Engineering, Research, Legal, Marketing, Sales, and Finance to align on deal terms and execution.
  • Plan for integration development, sales enablement, sales alignment, and transaction execution for partnership deals.

Requirements

  • 10+ years of experience in business development, strategic alliances, technology partnerships, or related fields.
  • Experience in cybersecurity or code security markets, preferred.
  • Proven track record of defining, negotiating, closing, and managing high-impact technology partnerships.
  • Direct experience with OEM and/or resell go-to-market motions.
  • Experience negotiating complex deals and interpreting legal documents with legal counsel on co-marketing, co-sell, resale, and OEM terms.
  • Ability to engage partners at a technical level, with foundational knowledge of the human and agentic code development ecosystem.
  • Experience leading or significantly contributing to cross-functional teams, including Product Management and Engineering.
  • Strong communication, presentation, negotiation, and relationship-building skills with experience influencing senior executives.
  • Ability to thrive in a fast-paced, rapidly evolving, and ambiguous environment.
  • MBA or advanced technical degree such as MSCS or MSEE, preferred.

Benefits

  • Flexible comprehensive employee benefit package that is 90% paid by the company.
  • Robust time-off allocations.
  • 401(k) plan with a 4% match, fully vested on day one of participation.
  • Annual discretionary Company Growth Bonus.
  • Flexible work policy with 3 days in-office and 2 days work-from-home for employees near office locations.
  • Fully remote work for some locations, including Dubai, India, Japan, and Australia.
  • Global workforce with employees in 20+ countries and 35+ nationalities.
  • Annual company kick-off event held in a different location each year.

Interested in this position?

Apply directly on the company website

Apply Now

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