Channel Partner Manager (DACH, CEE)

1 week, 2 days ago
Full-time
Senior
Sales and Business Development
Sonatype

Sonatype

Sonatype provides secure software development solutions by leveraging open source and artificial intelligence, ensuring that organizations can build applications quickly and safely through automated governance, policy enforcement, and comprehensive mon...

Internet Software & Services
51-250
Founded 2008
$155M raised

Description

  • Develop and execute localized co-sell, recruitment, and commercialization plans for regional VARs, boutique security specialists, and tier-1 distributors.
  • Own and grow a portfolio of strategic regional partners, helping them identify, influence, and close software supply chain security opportunities.
  • Work closely with fulfillment and procurement partners to move enterprise opportunities efficiently through procurement, licensing, and commercial negotiations.
  • Lead structured account mapping and prospecting alignment between partner sellers and regional sales teams.
  • Orchestrate partner sales and technical enablement, including certification tracks and business planning.
  • Model, negotiate, and structure complex enterprise transactions, including deal registration approvals, margin optimization, and cloud private offers.
  • Maintain pipeline hygiene, deal registration accuracy, and weekly forecasting in Salesforce and the partner portal.
  • Partner with Regional VPs, Enterprise Account Executives, Sales Engineering, and Marketing on account planning, pipeline generation, and commercial execution.
  • Drive joint marketing initiatives and executive engagement to increase partner-sourced and partner-influenced pipeline.

Requirements

  • Experience with modern multi-tier channel programs, distribution ecosystems, and hyperscaler marketplace dynamics.
  • Strong understanding of partner margin and incentive drivers.
  • Demonstrated ability to analyze complex partner organizations, identify internal champions, and align incentives.
  • Strong conceptual knowledge of Application Security (AppSec), DevSecOps pipelines, Software Composition Analysis (SCA), and cyber-compliance regulations such as NIS2, CRA, and FDA mandates.
  • Ability to translate technical risk and policy concepts into financial ROI value propositions for executive audiences.
  • Exceptional project management skills and the ability to work autonomously with minimal oversight.
  • Comfort driving territory business development, pipeline diagnostics, and cross-functional campaigns in a high-velocity environment.
  • Experience managing pipeline, forecasts, and opportunity data in Salesforce and partner portal tools.
  • Familiarity with partner enablement, certification, and business planning practices.

Benefits

  • Paid Volunteer Time Off (VTO).
  • Company Wellness Week, with a full week when company operations shut down for rest and personal growth.
  • Parental leave.
  • Flexible working practices.
  • Diversity and inclusion working groups.
  • Equal-opportunity employer with accommodation support for disabilities or special needs.

Interested in this position?

Apply directly on the company website

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