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Channel Partner Manager (GSI & Alliances)

2 weeks ago
Europe, United States, United Kingdom
Full-time
Senior
Partnerships Manager
Project and Program Management
AWS Azure DevSecOps
Apply Now
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
View All Jobs 10

Description

  • Design and execute the global co-sell and commercialization roadmap for cloud marketplace and system integrator ecosystems.
  • Lead annual and quarterly business planning to define go-to-market strategies and revenue metrics.
  • Provide weekly partner sales forecasts with an up-to-date view of pipeline, deal flow, and historical performance.
  • Structure, negotiate, and execute Cloud Partner Private Offers and other complex partner transaction models.
  • Develop joint partner programs to generate new business in existing accounts and enter untapped vertical markets.
  • Build and scale partner sales enablement and certification programs using internal training tools.
  • Collaborate with global teams to prepare partner-facing launch materials, communications, and marketing collateral for new products.
  • Recruit, validate, and assess partners against tier requirements and regional growth objectives.
  • Work cross-functionally with Sales, Marketing, Product, Solution Engineering, and Customer Success on joint campaigns, webinars, and partner events.
  • Align field teams and partner account mapping efforts to accelerate co-selling and win new enterprise logos.

Requirements

  • 5+ years of experience in B2B tech channel sales, software solution management, or working with VARs and tier-1 partners.
  • Proven track record of exceeding quotas in a channel or alliance role.
  • Experience with cloud marketplace ecosystems and co-sell motions such as AWS ISV Accelerate and Azure partner programs.
  • Strong ability to build partner strategies 12-24 months ahead and apply sound business judgment.
  • Excellent written, verbal, and interpersonal communication skills.
  • Experience planning and managing demand generation, co-marketing, and joint pipeline development initiatives.
  • Ability to operate as a program manager, business analyst, and business development lead depending on the situation.
  • Proactive, creative, and innovative approach to generating new pipeline ideas and partner programs.
  • High energy, independence, and the ability to work cross-functionally with internal and external stakeholders.
  • Preferred: experience with Salesforce or similar systems for managing pipeline and account planning.

Benefits

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

Interested in this position?

Apply directly on the company website

Apply Now

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