Remote Channel Partner Manager (GSI & Alliances) in Plymouth

Sonatype is the software supply chain security company.

We provide the world's best end-to-end software supply chain security solution, combining the only proactive protection against malicious open source, the only enterprise grade SBOM management and the leading open source dependency management platform.

This empowers enterprises to create and maintain secure, quality, and innovative software at scale.

As founders of Nexus Repository and stewards of Maven Central, the world's largest repository of Java open-source software, we are software pioneers and our open source expertise is unmatched.

We empower innovation with an unparalleled commitment to build faster, safer software and harness AI and data intelligence to mitigate risk, maximize efficiencies, and drive powerful software development.

More than 2,000 organizations, including 70% of the Fortune 100 and 15 million software developers, rely on Sonatype to optimize their software supply chains.

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 Dev Sec Ops 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.

Success in this role looks like...

• 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 Dev Sec Ops and App Sec 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 Cap DB A/B focus accounts.

Responsibilities

• 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/Smarter U) 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.

• What you'll bring
• 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.

• Things that we are proud of
• 2025 AI Compliance Solution of the Year - AI Breakthrough Awards
• 2025 DEVIES Award to our SBOM Manager new product for its innovation and impact in developer technology
• 2024 Industry Leader in Forrester-Wave for Software Composition Analysis (2024 Q4 report)
• 2023 Fast Company Best Places for Innovators
• 2023 Gartner's Magic Quadrant
• 2023 Software Report's Top 100 Software Companies
• 2023 Built In Best Places to Work
• 2022 Frost & Sullivan Technology Innovation Leader Award
• 2022 Peer Spot Silver Peer Award in Software Composition Analysis
• 2022 Tech Ascension Best Dev Ops Security Solution Award
• 2022 NVCT Cyber Company of the Year

Company Wellness Week - We shut down company operations for a week to enable all employees to pursue personal growth and enjoy a much-needed and deserved rest.

Paid Volunteer Time Off (VTO)

At Sonatype, we value diversity and inclusivity.

We offer perks such as parental leave, diversity and inclusion working groups, and flexible working practices to allow our employees to show up as their whole selves.

We are an equal-opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

If you have a disability or special need that requires accommodation, please do not hesitate to let us know.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses.

These tools assist our recruitment team but do not replace human judgment.

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