Channel Sales Manager, West Coast

3 weeks, 2 days ago
Full-time
Lead
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

  • Drive field engagement and executive relationship management across key commercial channel partners, including Optiv, Guidepoint, Presidio, CDW, and regional VARs.
  • Provide weekly forecasting and visibility into partner-sourced and partner-influenced pipeline, deal registrations, and sales stage movement.
  • Orchestrate daily co-selling between West Coast enterprise account executives and partner sales teams.
  • Build and execute multi-year business plans for top West Coast partners aligned to Sonatype’s revenue goals.
  • Design and launch targeted demand generation programs that use Sonatype products as a commercial entry point into enterprise accounts.
  • Lead quarterly business reviews with partner executive leadership to align strategy, investment, and account growth.
  • Partner with Product Marketing and Field Marketing to create sales tools, campaign collateral, and competitive battlecards.
  • Work with Sales Enablement to deliver partner training and certification programs.
  • Align with regional sales leaders and account executives to support co-selling motions and channel deal registrations.
  • Redesign channel processes into AI-enabled workflows for lead distribution, deal tracking, and enablement auditing.

Requirements

  • 10+ years of success building and scaling B2B enterprise SaaS channel partner networks in North America.
  • Established relationships and a proven track record with major commercial partners such as Optiv, Guidepoint, Presidio, CDW, and West Coast regional VARs.
  • Strong technical fluency in application security, Software Composition Analysis (SCA), DevOps/DevSecOps pipelines, and software supply chain governance.
  • Proven ability to move partners from passive order-taking to proactive, account-based outbound co-selling.
  • Experience using AI tools such as ChatGPT, Claude, Copilot, or Gong AI to automate account mapping, summarize QBRs, draft campaign messaging, and improve forecasting workflows.
  • Enterprise-builder mindset with the ability to make strategic trade-offs for long-term ARR growth.
  • Fast learner who can adapt quickly to AI-driven market changes and share insights across the organization.
  • Self-starter who prioritizes revenue-generating outcomes over activity-based metrics.

Benefits

  • Company wellness week with a full shutdown for personal growth and rest.
  • Diversity and inclusion working groups.
  • Parental leave policy.
  • Paid volunteer time off (VTO).
  • Flexible working practices.
  • Equal-opportunity workplace with accommodation support for disabilities or special needs.

Interested in this position?

Apply directly on the company website

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