Channel Partner Manager

At Sonar, we’re a group of brilliant, motivated, and driven professionals working hard to help organizations build responsible, secure, high-quality code quickly and systematically. We build solutions that don’t just solve symptoms of problems – we fix problems at the source – source code, to be specific. We have a dynamic culture with employees worldwide and hub offices in the USA, Switzerland, the UK, Singapore, and Germany. We believe team members should have the opportunity to come to work every day, work on a product they are proud of, love what they do, and feel energized by their peers. With our roots deep in the open source community, we’re all about the mission: provide solutions that deliver Clean Code.

The Partner Manager wins, maintains, and expands relationships with assigned channel partners. Assigned to channel partners based on geography, channel, or market, the Partner Manager is responsible for achieving qualified pipeline development, profitability, and partner recruitment objectives. The Partner Manager represents the entire range of Sonar’s products and services to assigned partners though may focus on a specific solution or product set if focused in a partner vertical market. The Partner Manager reports to the Vice President of EMEA & APJ Sales.

In this role, you can expect to:

• Discover, evaluate, and develop potential partners with business models and technology stacks that complement Sonar’s offerings. Potential partners include Global and Regional Consulting Partners, System Integrators, Software Resellers, Technology Alliance and Distributors.
• Develop partner territory plan for a region and execute the business plan to deliver outcomes measured in new bookings, renewals, and new logos.
• Establish productive, professional, and strong relationships with key personnel in assigned partner accounts and territories.
• Engage in meaningful business and account reviews to support partners in meeting assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
• Build momentum and executable next steps in the joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
• Proactively assess, clarify, and validate partner needs on an ongoing basis.
• Manage Sonar’s channel policies and expectations of partners to minimize channel conflict.
• Ensure partners receive and complete the required enablement program and that partner and Sonar’s continuous business and technology align and comply.

The skills you will demonstrate:

• 7+ years of proven experience in channel and partner management in a technology software B2B, ideally in a SaaS or subscription model; Dev Tools experience would be a plus.
• Proven track record in building, maintaining, and expanding high-performance partners in the EMEA region.
• Self-starter with a can-do attitude and willingness to roll up sleeves and tackle challenges.
• Strong communication and listening skills, able to influence at all levels.
• Ability to work effectively as part of a team; be a bar raiser in the company values and culture.
• Curious, willing to unlearn to learn; confident and a great communicator.

Why you will love it here:

• Our culture and mission set us apart. We have a dynamic work culture that values respect and kindness – and embraces the right to fail (and get right back up again!). We believe that the best idea wins and everyone has a voice.
• We believe that great people make a great company. We value people skills as much as technical skills and strive to keep things friendly and laid-back while still being passionate leaders in our domains.
• We embrace work-life balance. It is important to maintain a healthy work-life balance. This is why we have a flexible work policy that includes remote and in-office hybrid work (minimum three days a week in the office - Monday/Tuesday/Thursday).
• We have a growth mindset. We love to learn and believe that continuous education is critical to our success. In an ever-changing industry, new skills are a must, and we're happy to help our team acquire them.

We prioritize Diversity, Equity, and Inclusion: At Sonar, we are a global workforce and recognize the value of different backgrounds and global cultures. We are committed to creating a diverse work environment and are proud to be an equal-opportunity employer. All qualified applicants will be considered for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. All offers of employment at Sonar are contingent upon the clear results of a comprehensive background check conducted prior to the start date. Please note that applications submitted through agencies or third-party recruiters will not be considered.