Sonar - Partner Business Manager
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Requirements
• We have a flexible work policy that includes 3 days in-office and 2 days work-from-home each week for those located near our office locations; some locations such as Dubai, India, Japan and Australia operate fully remotely. • We have a growth mindset. We love learning and believe continuous education is critical to our success. In an ever-changing industry, new skills are necessary, and we're happy to help our team acquire them. • As the leader in our field, our products and services are as strong as our internal team members. • We embrace transparency with regular meetings, cascading messages and updates on the growth and success of our organization. • We Value Diversity, Equity, and Inclusion:
Responsibilities
• The Partner Manager wins, maintains, and expands relationships with assigned channel partners. Assigned to channel partners based on geography, channel, or market, the Partner Manager is responsible for achieving qualified pipeline development, profitability, and partner recruitment objectives. The Partner Manager represents the entire range of Sonar’s products and services to assigned partners though may focus on a specific solution or product set if focused in a partner vertical market. The Partner Manager reports to the Vice President of EMEA & APJ Channels. The success of a Sonar Partner is the success of a Partner Manager at Sonar! We believe the following will support a robust Partner Ecosystem and contribute to the success of Sonar’s strategic partners: We are looking for passionate and energetic team members to join us in building a strong and healthy partner ecosystem. • Discover, evaluate, and develop potential partners with business models and technology stacks that complement Sonar’s offerings • Potential partners include Global and Regional Consulting Partners, System Integrators, Software Resellers, Technology Alliance and Distributors and where applicable Hyperscalers. • Develop partner territory plan for a regional and execute the business plan to deliver outcomes measures in new bookings $, Renewal $ and % and new logos • Establishes productive, professional, and strong relationships with key personnel in assigned partner accounts and territoriesInitiates the involvement of company personnel, including support, service, sales, marketing, and management resources that would contribute to the success of the partner ecosystem • Engaged in meaningful business and account QBR’s to support partners in meeting assigned targets for profitable sales volume and strategic objectives in assigned partner accounts • Build momentum and executable next steps in the joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship • Proactively assesses, clarifies, and validates partner needs on an ongoing basis • Proactive management with Sonar’s channel policies, stringent expectations management of partners to minimize channel conflict • Ensures partners receive and complete the required enablement program Ensures partner and Sonar’s continuous business and technology aligns and complies. • 7+ years of proven experience in channel and partner management in a technology software B2B, ideally in a SaaS or subscription model, Dev Tools experience would be a plus • Proven track record in building, maintaining, and expanding high-performance partners in the EMEA region • Self-starter, can-do attitude and willingness to roll up sleeves and never afraid to do the impossible • Strong communication and listening skills, able to influence at all levels • Strong ability to work effectively as part of a team. Be a bar raiser in the company values and culture • Curious, willing to unlearn to learn. Confident and a great communicator • MUST HAVE - Relationships and experience working with key VAR's including Softcat, Bytes, Computercentre, and Insight • NICE TO HAVE - Working with Crayon SoftwareOne, bespoke DevOps VAR's • Our culture and mission set us apart. We have a dynamic work culture that values respect and kindness and embraces the right to fail (and get right back up again!).
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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