Sonar - GSI Client Director
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Requirements
• Create and execute a GSI engagement strategy aligned with Sonar’s global objectives. Win new Alliance Agreements and develop existing ones to drive innovation, revenue and customer success • Structure transformative alliance deals, drive joint value through technology integrations, co-innovation, and ecosystem partnerships • Lead partner sales motions, solution POCs and limited Pilots that use Sonar’s suite of tools. Drive joint pre-sales trainings, marketing initiatives, industry and GSI specific events to accelerate ecosystem visibility and pipeline development • Collaborate with sales, product, and marketing teams to ensure alignment on GSI initiatives and pipeline development. • Facilitate sales team interlocks for joint opportunity pursuits • Leverage existing connections and build new ones with C-suite, Managing Directors & Practice Leadership within the GSIs headquartered in India. Represent Sonar at in region advisory boards, partner councils and executive forums • Enable GSIs through certifications, training and solution value sales readiness programs • Foster innovation in AI, cloud and industry specific applications development • Spearhead global initiatives to supercharge software engineering organizations with autonomous AI agents, actionable code intelligence towards software modernization with high quality and security at speed. By driving value, accelerate growth and market expansion, leading to significant ROI of GSIs and joint-customers. • Track partner objectives and milestones, pipeline growth. Report progress to leadership. Adjust engagement models as market dynamics dictate • 10+ years of experience in partner management, business development or channel leadership within the DevOps, Security, Agentic AI, or digital transformation areas with a primary focus on GSIs • Deep understanding of the GSI ecosystem, business models and joint solution development • Proven experience leading and developing global GSI partnerships with a strong track record of success • Exceptional mulit-discipline leadership skills with the ability to influence and align internal and external stakeholders • A demonstrated history of driving substantial revenue through partner channels and effectively closing intricate deals. • Existing executive and practice/delivery leadership relationships with the India headquartered GSIs is required • Location: India • Education: Bachelor's Degree Required
Responsibilities
• Partner Strategies • Create and execute a GSI engagement strategy aligned with Sonar’s global objectives. Win new Alliance Agreements and develop existing ones to drive innovation, revenue and customer success • Structure transformative alliance deals, drive joint value through technology integrations, co-innovation, and ecosystem partnerships • Go-to-Market Leadership • Lead partner sales motions, solution POCs and limited Pilots that use Sonar’s suite of tools. Drive joint pre-sales trainings, marketing initiatives, industry and GSI specific events to accelerate ecosystem visibility and pipeline development • Collaborate with sales, product, and marketing teams to ensure alignment on GSI initiatives and pipeline development. • Facilitate sales team interlocks for joint opportunity pursuits • Executive Engagement • Leverage existing connections and build new ones with C-suite, Managing Directors & Practice Leadership within the GSIs headquartered in India. Represent Sonar at in region advisory boards, partner councils and executive forums • Ecosystem Development • Enable GSIs through certifications, training and solution value sales readiness programs • Foster innovation in AI, cloud and industry specific applications development • Spearhead global initiatives to supercharge software engineering organizations with autonomous AI agents, actionable code intelligence towards software modernization with high quality and security at speed. By driving value, accelerate growth and market expansion, leading to significant ROI of GSIs and joint-customers. • Performance Management • Track partner objectives and milestones, pipeline growth. Report progress to leadership. Adjust engagement models as market dynamics dictate
Benefits
• At Sonar, we’re a group of brilliant, motivated, and driven professionals working hard to help supercharge developers to build better, faster. Sonar helps to continuously improve code quality and code security while reducing developer toil. This means that developers can focus on doing more of what they love and less of what they don’t. Our solutions don’t just solve symptoms of problems – we help fix issues at the source – for all code, whether it's developer-written, AI-generated, or from third parties. • We have a dynamic culture with employees worldwide and hub offices in the USA, Switzerland, the UK, Singapore, and Germany. Team members should be able to come to work every day, work on a product they are proud of, love what they do, and feel energized by their peers. With our roots deep in the open source community, we’re all about the mission: supercharge developers to build better, faster.
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