Channel Partner Manager, sonatype
South West EMEA
Software supply chain management platform
Open for applications
Software supply chain management platform
501-1000 employees
Open for applications
501-1000 employees
Company mission
To change how the world innovates by making software development easier.
Role
Who you are
- 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
What the job involves
- The Channel Partner Manager is responsible for accelerating Sonatype’s indirect revenue growth across EMEA by developing strategic reseller relationships that generate qualified partner sourced pipelines while enabling efficient commercial execution through Sonatype’s broader transactional partner ecosystem
- This role will own a portfolio of high-potential regional partners including SVA (Germany), Deviniti (Poland), CyberWise (Turkey), Bhawan Cybertek (UAE), and Profesia (Italy & Spain), helping them become trusted advisors capable of independently identifying, influencing and closing Software Supply Chain Security opportunities
- Alongside these strategic relationships, the role will also partner closely with Sonatype’s primary fulfillment and procurement partners, including Climb, Softcat, SoftwareOne, SHI, CDW and Bytes, ensuring enterprise opportunities progress efficiently through procurement, licensing and commercial negotiations
- Working closely with Regional Vice Presidents, Enterprise Account Executives, Sales Engineering and Marketing, the Channel Partner Manager will drive joint account planning, partner enablement, pipeline generation and commercial execution across their territory
- Success is measured through partner-sourced pipeline, influenced revenue, partner engagement, joint business planning and predictable channel contribution to regional bookings
- 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
Our take
Sonatype has been a heavy weight in the world of supply chain management since 2008. Specializing in analzying and securing open-sopurce code, it plays a crucial role behind the scenes of some of the world's largest tech player, including Apple, and Linux. With over a decade of experience, its won a reputation as a go-to in the software supply chain space.
A major turning point for the company came in 2019, when private equity giant Visa Equity PArtners acquired it, signaling some serious momentum. Fast forward to 2022, and Sonatype hit a big milestone: $100M in annual recurring revenue and a growing global workforce. It also revealed it will be going public, riding the wave of explosive interest in cybersecurity and software supply chain tools.
The market for these tools is cleary heating up but Sonatype isn't just another name in the crowd, it's got longevity, credibility, and a good eye for spotting what's next. In a space that's growing fast and always changing, Sonatype's deep roots and ongoing growth certainly give it a solid edge.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 6 rounds)
Sep 2018
$80m
GROWTH EQUITY VC
Feb 2016
$30m
GROWTH EQUITY VC
Total funding: $154.7m
Company benefits
- Competitive benefits package
- Flexible work and schedule
- Annual wellness week
- Paid volunteer time off
- Full parental/maternity (birth or adoption) leave
Company HQ
Maple Lawn, Fulton, MD
Leadership
Brian Fox
(Co-Founder & CTO)Currently OpenSSF Governing Board Member at OpenSSF and Official Member at Forbest Technology Council and Apaches Software Foundation.
Wayne Jackson
(CEO)Joined Sonatype in 2010 as CEO. Previously the CEO of Sourcefire (part of Cisco) and Riverbed Technologies.
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