sonatype - Channel Partner Manager (South West EMEA)
Requirements
• Channel Mechanics & SaaS Economics: Deep operational fluency in modern multi-tier channel programs, distribution ecosystems, hyperscaler marketplace dynamics, and partner margin/incentive drivers. • Strategic Power-Mapping: Demonstrated capability to systematically unpack complex partner organizational structures, locate internal champions, and align disparate corporate incentives. • Domain Pre-Sales Fluency: Strong conceptual command of Application Security (AppSec), DevSecOps pipelines, Software Composition Analysis (SCA), and global cyber-compliance regulations (e.g., NIS2, CRA, FDA mandates). • Value-Backed Persuasion: Master technical storyteller capable of translating complex cyber risk metrics and automated policy enforcement features into high-impact financial ROI value propositions for partner C-suites. • Operational Rigor & Autonomy: Exceptional project management capacity; fully comfortable driving territory business development, pipeline diagnostics, and cross-functional campaigns under high velocity with minimal oversight.
Responsibilities
• Programmatic Inbound Velocity: Core managed partners transition from passive fulfillment agents to active demand creators, meeting or exceeding regional inbound opportunity and pipeline targets quarterly. • Pipeline Generation Increase partner-sourced and partner-influenced pipeline through structured account mapping, executive engagement, enablement programmes and joint marketing initiatives. • Commercial Execution Ensure enterprise opportunities transact efficiently through Sonatype’s preferred fulfilment partners including Climb, Softcat, SoftwareOne, SHI, CDW and Bytes while supporting deal registration, pricing strategy and commercial approvals. • Partner Enablement Develop partner sales and technical teams through ongoing enablement, certification and business planning so they can confidently position Sonatype’s Software Supply Chain Security portfolio. • Forecast Accuracy Maintain high-quality pipeline visibility, partner forecasting and opportunity management within Salesforce and Sonatype’s Partner Portal. Successful expansion and pipeline capitalization of the territory's primary Platinum and Gold Tier partner network. • Territory Strategy Governance: Execute the localized co-sell, recruitment, and commercialization roadmap for designated regional VARs, boutique security specialists, and tier-1 distributors. • Commercial Engineering Alignment: Model, negotiate, and structure complex enterprise transactions, including deal registration approvals, margin optimization, and multi-party cloud private offers. • Operational Account Mapping: Lead regular, structured account-mapping and prospecting alignment loops connecting partner sellers directly with regional sales teams. • Capability Architecture Delivery: Orchestrate advanced enablement and certification tracks ensuring partner sales champions and technical architects can independently position Sonatype’s differentiated intelligence. • Funnel Telemetry Management: Maintain real-time hygiene of partner deal registrations, pipeline health, and weekly forecasts natively within the corporate CRM (Salesforce) and partner portal structures.
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