sonatype - Channel Partner Manager (DACH, CEE)
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. • Things that we are proud of • 2025 AI Compliance Solution of the Year - AI Breakthrough Awards • 2025 DEVIES Award to our SBOM Manager new product for its innovation and impact in developer technology • 2024 Industry Leader in Forrester-Wave for Software Composition Analysis (2024 Q4 report) • 2023 Fast Company Best Places for Innovators • 2023 Gartner’s Magic Quadrant • 2023 Software Report’s Top 100 Software Companies • 2023 BuiltIn Best Places to Work • 2022 Frost & Sullivan Technology Innovation Leader Award • 2022 PeerSpot Silver Peer Award in Software Composition Analysis • 2022 Tech Ascension Best DevOps Security Solution Award • 2022 NVCT Cyber Company of the Year • Company Wellness Week - We shut down company operations for a week to enable all employees to pursue personal growth and enjoy a much-needed and deserved rest. • Paid Volunteer Time Off (VTO) • At Sonatype, we value diversity and inclusivity. We offer perks such as parental leave, diversity and inclusion working groups, and flexible working practices to allow our employees to show up as their whole selves. We are an equal-opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. If you have a disability or special need that requires accommodation, please do not hesitate to let us know.
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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