Channel Partner Manager (GSI & Alliances)

Success in this role looks like…

• Programmatic Co-Sell Acceleration: Establishing repeatable, high-velocity co-selling mechanics natively within the AWS ISV Accelerate framework and Azure partner ecosystems, ensuring Sonatype is attached directly to enterprise cloud-migration blueprints.


• Marketplace Transaction Optimization: Driving a measurable reduction in customer procurement cycle times by seamlessly structuring and executing Channel Partner Private Offers (CPPOs) to burn down existing enterprise cloud-spend commitments (e.g., AWS EDP, Microsoft MACC).


• Strategic Practice Integration: Successfully positioning Sonatype’s platform—including our SBOM Manager and Repository Firewall—as the default secure SDLC reference architecture within the DevSecOps and AppSec consulting practices of tier-1 GSIs.


• Revenue Target Domination: Consistently achieving and exceeding assigned global quarterly and annual revenue objectives through highly structured, high-yield co-selling motions.


• Ecosystem Capability Elevation: Developing internal and partner ecosystem training playbooks that build real-world capability, ensuring partners can independently demonstrate product value and protect the customer lifecycle.


• Field Alignment Synergy: Synchronizing sales cycles so that field teams across North America and EMEA experience frictionless co-selling, utilizing joint account-mapping cadences to systematically unlock new enterprise logos.

• Partner-originated and partner-influenced pipeline metrics meet or exceed assigned segment targets quarterly.


• Cloud marketplace gross transaction volume (GMV) scales continuously, making Sonatype the preferred mechanism for enterprises securing cloud-native environments.


• Joint value propositions and technical alliance frameworks are maintained with absolute precision, clearly differentiating Sonatype against legacy SCA market alternatives.


• Account mapping initiatives bridge the gap cleanly between the sales field and partner target accounts, driving targeted alignment with Sonatype sales CapDB A/B focus accounts.

• Alliance Architecture Strategy: Design and execute the global co-sell and commercialization roadmap for designated cloud marketplace and system integrator ecosystems.


• Planning & Business Review Governance: Lead and execute an annual and quarterly business planning process using a strategic planning model to identify key go-to-market strategies and clear revenue metrics.


• Pipeline Forecasting Rigor: Provide regular, high-integrity weekly forecasts of partner sales within your designated region, maintaining a real-time, updated view of partner pipelines, deal flow, and historical metrics.


• Commercial Framework Engineering: Structure, negotiate, and execute complex Cloud Partner Private Offers (CPPOs) and multi-party enterprise transaction models to close new accounts and expand existing partner revenues.


• Ecosystem Program Creation: Design and lead joint programs with Sonatype partners to generate net-new business in existing enterprise footprints and break into untapped vertical markets.


• Platform Enablement & Certification Strategy: Build, maintain, and scale the partner sales enablement framework, utilizing internal tools (e.g., Lessonly/SmarterU) to track partner certification progress, tier achievements, and training status.


• Product Launch Synchronization: Collaborate with Global teams to ensure all upcoming and newly launched products have appropriate partner-facing go-to-market enablement tools, communications, and marketing collaterals.


• Partner Assessment and Recruitment: Conduct continuous recruitment, validation, and performance assessment of partners against defined tier requirements and regional corporate growth objectives.


• Cross-Functional Collaboration Loops: Partner closely with Sales, Marketing, Product, Solution Engineering, and Customer Success teams to orchestrate successful cross-functional joint campaigns, webinars, quarterly webinars, and the annual Partner Summit and Awards.

• Cloud Marketplace & Channel Fluency: 5+ years of demonstrated success in B2B tech channel sales, software solution management, or working with Value-Added Resellers (VARs) and tier-1 partners, with an unassailable track history of exceeding quotas.


• Strategic Enterprise Vision: Ability to build an operational partner architecture that anticipates global business challenges 12-24 months out, applying critical thinking and sound business judgment to measure and handle the business.


• Multi-Persona Communication Mastery: Outstanding written, verbal, and interpersonal communication skills; highly effective at securing meetings and closing business with senior-level channel executives, while maintaining strong collaborative links with internal individual contributors.


• Demand Generation & Program Orchestration: Proven experience planning and managing a systematic approach to demand generation, co-marketing initiatives, and joint pipeline development loops with partners.


• Dynamic Role Agility: Demonstrated capacity to seamlessly pivot roles at any given time—wearing the hat of a program manager, technical business analyst, or business development lead depending on deal or ecosystem complexity.


• Proactive & Innovative Sourcing Logic: A proactive, creative, and innovative mindset that consistently generates net-new ideas to support and drive divisional pipeline priorities through sales programs and strategic alliances.


• High-Velocity Execution Mindset: High energy, enthusiasm, and independent work ethic, with the structural maturity to work cross-functionally and garner immediate support from multiple internal and external stakeholders.

This listing is from ats_lever. View original listing ↗