Channel Partner Manager, sonatype
GSI & Alliances
Salary not provided
AWS
Azure
Senior and Expert level
Remote from UK, US
More information about location
Software supply chain management platform
Be an early applicant
Software supply chain management platform
501-1000 employees
B2BSecuritySaaSCyber SecurityDevOpsCloud Computing
Be an early applicant
Salary not provided
AWS
Azure
Senior and Expert level
Remote from UK, US
More information about location
501-1000 employees
B2BSecuritySaaSCyber SecurityDevOpsCloud Computing
Company mission
To change how the world innovates by making software development easier.
Role
Who you are
- Cloud Marketplace & Channel Fluency: 5+ years of demonstrated success in B2B tech channel sales, software solution management, or working with Value-Added Resellers (VARs) and tier-1 partners, with an unassailable track history of exceeding quotas
- Strategic Enterprise Vision: Ability to build an operational partner architecture that anticipates global business challenges 12-24 months out, applying critical thinking and sound business judgment to measure and handle the business
- Multi-Persona Communication Mastery: Outstanding written, verbal, and interpersonal communication skills; highly effective at securing meetings and closing business with senior-level channel executives, while maintaining strong collaborative links with internal individual contributors
- Demand Generation & Program Orchestration: Proven experience planning and managing a systematic approach to demand generation, co-marketing initiatives, and joint pipeline development loops with partners
- Dynamic Role Agility: Demonstrated capacity to seamlessly pivot roles at any given time—wearing the hat of a program manager, technical business analyst, or business development lead depending on deal or ecosystem complexity
- Proactive & Innovative Sourcing Logic: A proactive, creative, and innovative mindset that consistently generates net-new ideas to support and drive divisional pipeline priorities through sales programs and strategic alliances
- High-Velocity Execution Mindset: High energy, enthusiasm, and independent work ethic, with the structural maturity to work cross-functionally and garner immediate support from multiple internal and external stakeholders
What the job involves
- The Global Alliance Manager for Hyperscalers & GSIs exists to architect, commercialize, and scale Sonatype’s most high-leverage strategic partnerships worldwide
- Positioned at the critical intersection of elite cloud ecosystems (including Amazon Web Services and Microsoft Azure) and tier-1 Global System Integrators (such as Deloitte, Capgemini, Infosys, and Cognizant), this role is the primary engine for driving partner-vetted pipeline expansion and programmatic co-sell acceleration
- Operating at the Senior/Lead level, you do not manage passive referral lists; you build unassailable commercial frameworks that embed Sonatype's AI-driven DevSecOps intelligence natively into large-scale cloud modernization and digital transformation practices
- This high-velocity role is engineered for a highly motivated, independent team player with deep business acumen and a proven track record of shifting seamlessly between program development and field execution
- Based on the US East Coast and/or EMEA with a global coverage footprint, you will serve as the connective tissue between individual contributors, senior sales executives, and external channel leadership
- You must be comfortable wearing multiple hats simultaneously operating as a program manager, business analyst, and business development manager to design joint sales initiatives, build deep technical relationships, and systematically map target accounts
- Ultimately, this individual holds absolute accountability for achieving and exceeding quarterly and annual revenue objectives by unlocking new enterprise logos and maximizing cloud-spend monetization
- Programmatic Co-Sell Acceleration: Establishing repeatable, high-velocity co-selling mechanics natively within the AWS ISV Accelerate framework and Azure partner ecosystems, ensuring Sonatype is attached directly to enterprise cloud-migration blueprints
- Marketplace Transaction Optimization: Driving a measurable reduction in customer procurement cycle times by seamlessly structuring and executing Channel Partner Private Offers (CPPOs) to burn down existing enterprise cloud-spend commitments (e.g., AWS EDP, Microsoft MACC)
- Strategic Practice Integration: Successfully positioning Sonatype’s platform—including our SBOM Manager and Repository Firewall—as the default secure SDLC reference architecture within the DevSecOps and AppSec consulting practices of tier-1 GSIs
- Revenue Target Domination: Consistently achieving and exceeding assigned global quarterly and annual revenue objectives through highly structured, high-yield co-selling motions
- Ecosystem Capability Elevation: Developing internal and partner ecosystem training playbooks that build real-world capability, ensuring partners can independently demonstrate product value and protect the customer lifecycle
- Field Alignment Synergy: Synchronizing sales cycles so that field teams across North America and EMEA experience frictionless co-selling, utilizing joint account-mapping cadences to systematically unlock new enterprise logos
- You will be successful when…
- Partner-originated and partner-influenced pipeline metrics meet or exceed assigned segment targets quarterly
- Cloud marketplace gross transaction volume (GMV) scales continuously, making Sonatype the preferred mechanism for enterprises securing cloud-native environments
- Joint value propositions and technical alliance frameworks are maintained with absolute precision, clearly differentiating Sonatype against legacy SCA market alternatives
- Account mapping initiatives bridge the gap cleanly between the sales field and partner target accounts, driving targeted alignment with Sonatype sales CapDB A/B focus accounts
- Alliance Architecture Strategy: Design and execute the global co-sell and commercialization roadmap for designated cloud marketplace and system integrator ecosystems
- Planning & Business Review Governance: Lead and execute an annual and quarterly business planning process using a strategic planning model to identify key go-to-market strategies and clear revenue metrics
- Pipeline Forecasting Rigor: Provide regular, high-integrity weekly forecasts of partner sales within your designated region, maintaining a real-time, updated view of partner pipelines, deal flow, and historical metrics
- Commercial Framework Engineering: Structure, negotiate, and execute complex Cloud Partner Private Offers (CPPOs) and multi-party enterprise transaction models to close new accounts and expand existing partner revenues
- Ecosystem Program Creation: Design and lead joint programs with Sonatype partners to generate net-new business in existing enterprise footprints and break into untapped vertical markets
- Platform Enablement & Certification Strategy: Build, maintain, and scale the partner sales enablement framework, utilizing internal tools (e.g., Lessonly/SmarterU) to track partner certification progress, tier achievements, and training status
- Product Launch Synchronization: Collaborate with Global teams to ensure all upcoming and newly launched products have appropriate partner-facing go-to-market enablement tools, communications, and marketing collaterals
- Partner Assessment and Recruitment: Conduct continuous recruitment, validation, and performance assessment of partners against defined tier requirements and regional corporate growth objectives
- Cross-Functional Collaboration Loops: Partner closely with Sales, Marketing, Product, Solution Engineering, and Customer Success teams to orchestrate successful cross-functional joint campaigns, webinars, quarterly webinars, and the annual Partner Summit and Awards
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
Top investors
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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