Channel Sales Manager, sonatype

• You demonstrate strong business acumen, have outstanding communication skills, and effectively build relationships with partners and internal constituents to achieve success
• 10+ years of experience in selling B2B Enterprise Software through Value Added Resellers in the US
• Demonstrated ability to drive revenue through pipeline, sales, and marketing initiatives with partners at all levels within the channel community
• Strong organizational ability, experience in planning, and managing a systematic approach to demand generations through partners
• Comfortable working with multiple internal teams, from individual contributors to senior sales executives, as well as building/maintaining relationships with partners, etc
• Strong track record of exceeding objectives while constantly committed to ongoing learning and development
• Knowledge and experience in the field of software development, software supply chain management, application security, and/or DevSecOps/DevOps
• Willing and able to travel (when permitted)

Desirable

• As the Channel Manager, you are a highly motivated team player with a proven track record of delivering results, from program development to field execution, in a fast paced and highly competitive market
• Build, manage and grow Sonatype’s Partner Program
• Prepare and implement campaigns to recruit, develop and enable value added resellers to drive incremental business growth in the AMER market
• Collaborate with multiple stakeholders to support the enhancement and expansion of our channel program, develop partner-facing market-specific collateral and sales tools, and leverage marketing programs and other resources to drive demand creation
• Leverage partner sales enablement platform to advance partner development and manage partner certifications
• Manage business relationship with resellers, distributors and alliance partners
• Lead and execute a regular business planning process which will include establishing and driving actions for each partner in the program
• Provide visibility and weekly forecasting of partner pipeline, deal registrations, deal flow, and partner recruitment and development