Business Developer, Sonar
AI & Technology Partnerships
More information about location
3+ days a week in office (San Mateo, CA)
Code verification for the AI era
Job no longer available
Code verification for the AI era
501-1000 employees
Job no longer available
More information about location
3+ days a week in office (San Mateo, CA)
501-1000 employees
Company mission
To enable developers and development teams to write clean code and remediate existing code organically, so that they can focus on the work they love and maximize the value they generate for businesses.
Role
Who you are
- 10+ years of experience in business development, strategic alliances, technology partnerships, or related fields, preferably within the cybersecurity or code security markets
- Proven track record of successfully defining, negotiating, closing, and managing high-impact, technology-centric partnerships, particularly those with OEM and/or resell GTM motions
- Particular experience leading complex deal negotiations, including interpreting legal documents and working collaboratively with legal counsel on terms related to co-marketing, co-sell, resale, and OEM business models
- Demonstrated ability to engage effectively with partners at a technical level, particularly with a strong foundational knowledge of the human and agentic code development ecosystem
- Proven experience leading (or significantly contributing to) cross-functional teams, including those with Product Management and Engineering, to orchestrate and implement complex partnerships
- Exceptional communication, presentation, negotiation, and relationship-building skills, with experience influencing stakeholders at various levels, including senior executives
- Ability to thrive, lead initiatives, and execute in a fast-paced, rapidly evolving, and often ambiguous technological landscape
- MBA or advanced technical degree (e.g., MSCS, MSEE) preferred
What the job involves
- We are seeking a highly strategic and experienced Business Development professional to join Sonar as the Principal, Distribution Tech Partnerships
- Reporting directly to the VP of AI and Tech Partnerships, you will spearhead Sonar's efforts in this critical domain, building deep, impactful relationships and forging partnerships with technology partners who are positioned to resell or OEM Sonar’s products
- Initial target partners include IBM, Cisco, Dell, ServiceNow, Palo Alto Networks, Salesforce.com, SAP, and Oracle
- Your primary goal will be to establish integration and GTM partnerships that combine Sonar's code quality and code security products with a partner’s related products in order to create innovative solutions that can be marketed to developer and/or engineering management teams within the partner’s established and targeted customer bases
- This involves defining partnership structures, negotiating licensing and collaboration agreements, and developing joint go-to-market plans
- Strategy Development & Execution: Drive the execution of Sonar’s partnership strategy specifically with the identified distribution technology partners, aligning closely with overall company growth objectives
- Opportunity Identification & Analysis: Identify, evaluate, and prioritize strategic partnership opportunities. Conduct market analyses of the distribution technology partner landscape, and track their efforts to include home grown or partner-based code quality and security solutions within their first party solutions
- Relationship Building & Management: Build, nurture, and manage strong, long-term relationships with key technical, product, and business leaders at the target companies. Conduct quarterly reviews in conjunction with Sonar’s Sales and Channel Partner organizations
- Deal Negotiation & Execution: Lead the end-to-end partnership lifecycle with selected technology resell or OEM partners. Define engagement models, draft term sheets, negotiate complex distribution agreements, align key internal stakeholders, and drive integration and GTM deals to closure
- Cross-Functional Collaboration: Work closely with internal Sonar teams (Product Management, Engineering, Research, Legal, Marketing, Sales, Finance) to align on deal terms and construct plans for integration development, sales team enablement, sales team alignment, and transaction execution
Our take
It has been reported that bug-prone software costs enterprises close to $3T every year, and with developers now handling higher volumes of code than ever, Sonar’s products automatically ensure that only clean code is embedded when they update software.
The company was founded in Switzerland in 2008, and has become a market leading platform for code quality control. While its first decade was encouraging, the period from 2018 and today has been an astounding period of hyper growth.
It has earned Unicorn status, opened up offices across Europe, as well as in the US and Asia, and counts the likes of NASA, Microsoft, and IBM amongst its customer base. Indeed, the vast majority of the Fortune 100 use Sonar.
With its position at the head of the market established, Sonar is aiming to expand its headcount and continue its momentum, especially in the US and Asia-Pacific, where the tech industry is booming
Freddie
Company Specialist at Welcome to the Jungle
Company
Funding (2 rounds)
Apr 2022
$412m
LATE VC
Nov 2016
$47m
LATE VC
Total funding: $459m
Company benefits
- Flexibility to work from home 2 days a week on Wednesdays and Fridays
- 401K Plan: Sonar US matches up to 4% of gross salary
- 90% healthcare premium coverage for employees, 60% for dependents
- Life and disability insurances fully paid by Sonar. Sonar covers 100% of Telemedicine for FTE whom are covered by Sonar medical
- EAP (Employee Assistance Program) Health Savings Accounts (HSA, FSA, DCFSA). Supplemental coverage is offered by EE's expense
- Hospital Indemnity, Accident, Critical Illness
- Pet Insurance
- Time Off: 25 PTO days plus additional days based on seniority and circumstances
- Commuting: Public transport reimbursement of 60% for annual subscription
- Free parking space
Company HQ
Vernier, GE
Leadership
Tariq Shaukat
(CEO)Previously a President and Advisor to the CEO/Board of Directors at Bumble. He also spent 4 years at Google as the President of Google Cloud and 4 years at Caesars Entertainment as CCO.
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