Channel Partner Manager

7 hours, 33 minutes 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

  • Execute the localized co-sell, recruitment, and commercialization strategy for regional VARs, boutique security specialists, and tier-1 distributors.
  • Own and grow a portfolio of regional partners across Germany, Poland, Turkey, the UAE, Italy, and Spain.
  • Build partner-sourced and partner-influenced pipeline through account mapping, executive engagement, enablement, and joint marketing initiatives.
  • Support enterprise deal execution through fulfillment and procurement partners by handling deal registration, pricing strategy, procurement, licensing, and commercial approvals.
  • Structure and negotiate complex enterprise transactions, including margin optimization and multi-party cloud private offers.
  • Lead structured account planning and prospecting alignment between partner sellers and regional sales teams.
  • Develop partner sales and technical teams through ongoing enablement, certification, and business planning.
  • Maintain accurate pipeline, deal registration, and forecast hygiene in Salesforce and the partner portal.
  • Work closely with Regional Vice Presidents, Enterprise Account Executives, Sales Engineering, and Marketing to drive joint business execution across the territory.

Requirements

  • Experience in modern multi-tier channel programs, distribution ecosystems, and hyperscaler marketplace dynamics.
  • Strong understanding of partner margin, incentive, and commercial drivers.
  • Ability to analyze complex partner organizations, identify internal champions, and align stakeholder incentives.
  • Working knowledge of Application Security (AppSec), DevSecOps pipelines, Software Composition Analysis (SCA), and global cyber-compliance regulations such as NIS2, CRA, and FDA mandates.
  • Ability to translate technical cyber risk and policy enforcement features into financial ROI value propositions for executive audiences.
  • Strong project management skills and the ability to work autonomously with minimal oversight.
  • Comfort using Salesforce and partner portal tools for pipeline and opportunity management.
  • Experience driving territory business development, pipeline diagnostics, and cross-functional campaigns.
  • Experience with channel sales, partner enablement, or enterprise software security is implied and relevant.

Benefits

  • Paid Volunteer Time Off (VTO).
  • Company Wellness Week, during which the company shuts down for a week to support personal growth and rest.
  • Parental leave.
  • Flexible working practices.
  • Diversity and inclusion working groups.
  • Equal opportunity employer commitment and accommodation support for disabilities or special needs.

Interested in this position?

Apply directly on the company website

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