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Channel Partner Manager
Channel Partner Manager – EMEA
Location: EMEA region Employment: Full-time
About the Role
Sonatype is revolutionising software supply chain security, empowering organisations worldwide—including 70% of the Fortune 100 and 15 million developers—to build, secure, and distribute high-quality software at scale.
As the Channel Partner Manager, you will drive indirect revenue growth across EMEA by nurturing high-potential reseller relationships. This role involves:
- Ownership of a portfolio of regional partners: SVA (Germany), Deviniti (Poland), CyberWise (Turkey), Bhawan Cybertek (UAE), and Profesia (Italy & Spain).
- Strategic positioning of partners as trusted advisors for Software Supply Chain Security opportunities.
- Collaboration with fulfillment partners (Climb, Softcat, SoftwareOne, SHI, CDW, and Bytes) to accelerate enterprise sales.
- Development of joint account plans, pipeline generation, and commercial execution alongside Sales Engineering, Marketing, and Regional Vice Presidents.
Success is defined by: ✅ Partner-sourced and influenced pipeline growth ✅ Strong partner engagement and commercial execution ✅ Predictable channel contribution to regional sales books
Key Success Criteria
✔ Programmatic Inbound Velocity – Partners transition from passive fulfillment to demand drivers, hitting quarterly inbound opportunity quotas.
✔ Pipeline Generation – Structured account mapping, executive engagement, and joint marketing initiatives escalate partner-enabled business.
✔ Commercial Execution – Efficient progression of deals through Sonatype’s preferred fulfillment partners, including deal registration and margin optimisation.
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✔ Partner Enablement – Strengthen partner sales & technical teams via ongoing enablement, certifications, and business alignment to securely position Sonatype’s security solutions.
✔ Forecast Accuracy – Maintain high-quality pipeline visibility via Salesforce and Partner Portal, ensuring predictable expansion of the Platinum/Gold-tier partner network.
Key Responsibilities
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Territory Strategy Governance: Drive co-sell, partner recruitment, and commercialisation strategies for VARs, boutique security firms, and tier-1 distributors.
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Commercial Engineering Alignment: Structure enterprise transactions, including deal registrations, margin modelling, and multi-vendor cloud/private licensing deals.
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Operational Account Mapping: Lead structured prospecting loops to connect partner sellers with regional sales teams.
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Capability Architecture Delivery: Deliver advanced enablement tracks to ensure partner sales champions and architects can independently advocate Sonatype’s differentiating AI-driven security solutions.
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Funnel Telemetry Management: Ensure real-time pipeline hygiene via Salesforce and partner portal, maintaining accurate deal registrations and forecasts.
Required Experience
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Channel Mechanics & SaaS Economics: Mastery of multi-tier partner programs, distribution dynamics, cloud marketplaces, and partner billing channels.
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Strategic Power-Mapping: Expertise in identifying internal champions and aligning diverse corporate stakeholders across European partner ecosystems.
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Domain Pre-Sales Fluency: Deep technical knowledge of:
- Application Security (AppSec)
- DevSecOps pipelines
- Software Composition Analysis (SCA)
- Regulatory compliance (NIS2, CRA, FDA, etc.)
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Value-Backed Persuasion: Ability to translate complex cyber-risk metrics into C-suite-level ROI narratives for security investments.
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Operational Rigor & Autonomy: Consistently deliver territory expansion, pipeline diagnostics, and cross-functional campaigns with minimal oversight.
Why Sonatype Stands Out
Industry Recognition
🏆 2025 AI Compliance Solution of the Year 🏆 2025 DEVIES Award – Innovation in SBOM Manager 🏆 Forrester Leader in Software Composition Analysis (2024) 🏆 Superlatives from BuiltIn, Fast Company, SoftReport, Gartner, and PeerSpot
Culture & Commitment
🔹 Company Wellness Week – A shut-down week for personal renewal. 🔹 Paid Volunteer Time Off (VTO) – Empowering impact beyond work. 🔹 Flexibility & Inclusivity – Oncology Leave, flexible arrangements, and gender-inclusive policies. 🔹 Diversity & Belonging – Active D&I working groups and mental wellness initiatives.
Our Commitment to You
We are equal-opportunity employers—resoucing based on merit and potential. Hours are nearly fully flexible, with core focus on balancing business impact and life priorities.
Apply if you’re an outcome-driven strategic operator with a passion for security transformation and EMEA channel growth!
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