Sonatype
Channel Partner Manager
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Channel Partner Manager
Channel Partner Manager (EMEA) – Software Supply Chain Security
About Sonatype
Sonatype is the software supply chain security company, providing the world’s best end-to-end solution to mitigate risks in the software lifecycle. Combining proactive defense against malicious open source, enterprise-grade SBOM (Software Bill of Materials) management, and leading open-source dependency management, we empower enterprises to build secure, quality, and innovative software at scale.
As the founders of Nexus Repository and stewards of Maven Central—the world’s largest Java open-source repository—we are software pioneers. Our expertise in open-source and cybersecurity helps development teams leverage AI-driven insights to maximize efficiencies and drive innovation securely.
With over 2,000 customers, including 70% of the Fortune 100 and 15 million developers, Sonatype is the trusted partner for software supply chain optimization.
The Role: Channel Partner Manager (EMEA)
Key Responsibilities
As the Channel Partner Manager, you will accelerate Sonatype’s indirect revenue growth in EMEA by cultivating strategic reseller relationships that generate qualified partner-sourced pipelines. This role involves:
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Portfolio Ownership: Lead a portfolio of high-potential regional partners, including:
- Germany (SVA)
- Poland (Deviniti)
- Turkey (CyberWise)
- UAE (Bhawan Cybertek)
- Italy & Spain (Profsesia)
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Partner Transformation: Help partners evolve from passive fulfillment agents into trusted advisors, equipping them to identify, influence, and close Software Supply Chain Security opportunities independently.
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End-to-End Commercial Execution: Collaborate with fulfillment and procurement partners—such as Climb, Softcat, SoftwareOne, SHI, CDW, and Bytes—to ensure smooth progression of enterprise deals through procurement, licensing, and negotiations.
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Cross-Functional alignment: Work synergistically with:
- Regional Vice Presidents
- Enterprise Account Executives
- Sales Engineering
- Marketing
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to drive joint account planning, pipeline generation, and commercial execution across the EMEA territory.
Success Metrics
Your impact will be measured through:
- Programmatic Inbound Velocity: Managed partners becoming active demand creators, meeting/exceeding quarterly inbound opportunity targets.
- Pipeline Generation:
- Increase partner-sourced and partner-influenced pipelines via:
- Structured account mapping
- Executive engagement
- Enablement programs
- Joint marketing initiatives
- Increase partner-sourced and partner-influenced pipelines via:
- Commercial Execution:
- Ensure deals close efficiently through preferred fulfillment partners.
- Support deal registration, pricing strategy, and commercial approvals.
- Partner Enablement:
- Upskill partners through:
- Certification programs
- Sales team development
- Business planning workshops
- Upskill partners through:
- Forecast Accuracy:
- Maintain high-quality pipeline visibility in Salesforce & Sonatype Partner Portal.
- Expand revenue from Platinum & Gold-tier partners.
Responsibilities
1. Territory Strategy Governance
- Execute a localized co-sell, recruitment, and commercialization strategy for:
- Designated regional VARs
- Boutique security specialists
- Tier-1 distributors
2. Commercial Engineering Alignment
- Model, negotiate, and structure complex enterprise deals, including:
- Deal registration approvals
- Margin optimization
- Multi-party cloud/private offers
3. Operational Account Mapping
- Lead structured account-blueprinting loops, connecting partner sellers with regional sales teams.
4. Capability Architecture Delivery
- Design and deliver enablement and certification tracks, ensuring partner teams can:
- Confidently position Sonatype’s SCA & SBOM solutions
- Leverage differentiated data intelligence & AI innovations
5. Funnel Telemetry Management
- Ensure real-time hygiene of:
- Partner deal registrations
- Pipeline health
- Weekly forecasts in Salesforce & Partner Portal
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What We Require
1. Channel Mechanics & SaaS Economics
- Deep operational expertise in:
- Multi-tier channel programs
- Distribution ecosystems
- Hyperscaler marketplace logistics
- Partner margin/incentive models
2. Strategic Power-Mapping
- Ability to:
- Unpack complex partner org structures
- Identify internal champions
- Align incentives across stakeholders
3. Domain Pre-Sales Fluency
- Strong understanding of:
- Application Security (AppSec)
- DevSecOps pipelines
- Software Composition Analysis (SCA)
- Global cyber-compliance regulations (NIS2, CRA, FDA mandates)
4. Value-Backed Persuasion
- Master technical storytelling, translating cyber risk metrics into high-Impact ROI messages for C-suite decision-makers.
5. Operational Rigor & Autonomy
- Exceptional project management skills to drive:
- Territory development
- Pipeline diagnostics
- Cross-functional campaigns under high velocity, with minimal oversight.
Why Sonatype Stands Out
Awards & Recognitions
- 2025: AI Compliance Solution of the Year (AI Breakthrough Awards)
- 2025: DEVIES Award for SBOM Manager (Innovation in Developer Tech)
- 2024: Gartner’s, Forrester-Wave, and Fast Company’s Top Software Composition Analysis Leader
- 2023-2024: Featured in Gartner’s Magic Quadrant, Software Report’s Top 100, BuiltIn’s Best Workplaces
Culture & Perks
- Company Wellness Week: Operations halt for a full week of personal growth & rest.
- Paid Volunteer Time Off (VTO).
- Diversity & Inclusivity: Commitment to an equal-opportunity workplace, with resources for:
- Parental leave
- D&I working groups
- Flexible working policies
- Consistent Innovation: Ranked among Bay Area’s Most Admired Companies for fostering future-ready talent.
In an equal-opportunity world where audacity and impact thrive, we’re looking for you.
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