Manager, Channel Operations

Who is Sonar? Sonar is driving the future of agent-centric software development. As the leader in AI code review and verification, we solve a critical problem: ensuring that software generated by AI-assisted developers or autonomous agents is reliable, secure, and maintainable. Integrating seamlessly with Claude Code, Codex, Cursor, GitHub Copilot, Gemini, and Devin, we help over 75% of the Fortune 100 build trusted, reliable, compliant software. Customers who use Sonar are 44% less likely to report an outage due to AI-generated code. We believe code verification is the critical missing link in the Agent-Centric Development Cycle (AC/DC). Industry giants like Nvidia, ServiceNow, Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company count on us to provide independent, explainable, consistent review and governance of their AI-generated code via products like: SonarQube, SonarQube Foundation Agent, SonarSweep & Sonar Context Augmentation.

Our team operates across global hubs in Austin, Bochum, Dubai, Geneva, London, Singapore, Tokyo, and Washington D.C. We move with a mindset we call CODE: Committed to our customers and community. Obsessed with quality. Deliberate in our decisions. Effective as one team. With over $400M in revenue and profitable, fast-paced growth, we are building the backbone of the AI software revolution. If you’re hungry to have an impact, want to build at a fast pace, and ready to work at the forefront of AI, we want to hear from you.

The Opportunity: Sonar is scaling its global partner and channel ecosystem from a startup motion to an enterprise-grade program. The partner team is growing quickly and adding critical support functions to ensure the partner business aligns to both go-to-market priorities and internal business technology deliverables. This role is the operational backbone of all of it. You will sit in Revenue Operations, embedded day-to-day with the channel team organization, across all partner types. You will own the systems, data, processes, and partner-facing operations that make the partner business run — so that the channel leaders can focus on selling, building relationships, and closing programs rather than managing queues and chasing data. The work is fast, cross-functional, and consequential. Getting the operational infrastructure right is what unlocks those numbers.

What you’ll Own:

• PARTNER DEAL OPERATIONS
• Deal registration management — own the partner deal reg inbox, SFDC opportunity hygiene, partner-of-record assignments, and dispute resolution (deal mechanics and entitlement)
• Quoting and deal desk coordination — manage partner-sourced quote workflows; own the escalation path to Deal Desk for non-standard structures
• Compensation data integrity — ensure channel rep compensation data reflects accurate partner attribution; resolve discrepancies with RevOps
• PARTNER CONTRACTS & COMPLIANCE
• System of record — own the global partner contract database across all tiers, regions, and product lines — expirations, tier status, entitlements, margin schedules
• PRM / CLM data integrity — maintain clean, audit-ready data in the partner relationship management and contract lifecycle systems
• Contract workflow support — maintain the agreement repository and compliance layer — expirations, audit readiness, and PRM/CLM data integrity; the PPM owns negotiation, drafting, and the signature loop
• Partner agreement updates — process contract amendments, tier changes, and new-product addenda; coordinate with Legal
• CLOUD MARKETPLACE OPERATIONS
• Cloud co-sell SFDC tracking — maintain co-sell opportunity hygiene, partner attribution, and deal status in Salesforce; the Cloud Alliance Manager owns the co-sell program and ACE relationship
• CPPO partner tracking — maintain the CPPO ID tracker across authorized and historical transaction partners; coordinate with the Cloud Alliance Manager on status and activation
• AWS Marketplace integrations — project-manage the Tackle-to-Salesforce public order integration and other marketplace-to-CRM automation; coordinate technical setup with Salesforce and IT
• Azure Marketplace operations — track test transactions, payout timelines, and go-live milestones with the Microsoft partner team; own internal coordination across RevOps and Finance
• Bulk co-sell Salesforce functionality — own implementation and maintenance of bulk co-sell tooling in SFDC (including external advisor handoff and internal IT coordination)
• PARTNER DATA & REPORTING
• High-propensity / partner match analysis — maintain and update the high-propensity / partner match dataset; support partner-sourced pipeline reviews
• Cloud partner pipeline review cadences — own scheduling and prep for cloud partner pipeline review calls; compile deal status, attribution, and co-sell data ahead of each session
• Cloud partnership spend tracking — maintain internal records on cloud provider spend positioning in support of strategic partnership agreements and forecasting
• MDF allocation and audit — track cloud MDF spend, reconcile actuals against allocation, and maintain the audit trail; the Alliance Manager owns the cloud relationship and joint planning
• GSI operational tracking — maintain GSI pipeline and activity logs; strategic direction sits with the GSI lead, operational data ownership sits here
• PARTNER ONBOARDING & ENABLEMENT OPS
• Partner intake and registration — own the partner registration form, intake workflow, and onboarding checklist; coordinate with Legal on click-through contract automation
• NFR license key management — issue, track, and renew NFR keys; own the operational log; the PPM sets eligibility policy
• License key delivery — coordinate with Customer Experience / Renewals on license key delivery processes for partner-fulfilled transactions
• Channel Manager onboarding — maintain and iterate the Channel Manager Onboarding Guide and extranet space; update as systems, programs, and ROE evolve
• OPERATIONAL INFRASTRUCTURE
• Case and task queue — build and own a structured case/task queue — modelled on Deal Desk — for Channel Ops and the incoming PPM to manage and prioritize inbound requests
• Partner program administration — support partner portal access, system provisioning, and data hygiene across the PRM; coordinate with IT and RevOps on tooling
• Cross-functional coordination — serve as the operational connective tissue between the channel team and Legal, Finance, Deal Desk, Marketing, Product, and IT
• Channels project tracking — maintain the Channels Operations Project Launch Tracker across traditional partner and hyperscaler workstreams; own status visibility for channel leadership

What you’ll Bring:

• REQUIRED
• 5+ years of experience in channel operations, revenue operations, or partner operations in a B2B SaaS environment
• Salesforce proficiency — deal registration workflows, opportunity management, partner attribution, and data hygiene; SFDC admin experience a strong plus
• Cloud marketplace familiarity — hands-on experience with AWS Partner Network (ACE, CPPO, co-sell), Azure Marketplace, or GCP marketplace operations
• Contract and compliance fluency — able to manage a large contract portfolio, track expirations, coordinate signature workflows, and maintain audit-ready records
• Strong project management instincts — comfortable owning multiple concurrent workstreams, maintaining trackers, and escalating blockers proactively
• Cross-functional communication — works effectively with Legal, Finance, Deal Desk, IT, and external partners without losing precision or speed
• Data discipline — high attention to accuracy in spreadsheets, dashboards, and CRM; you know when a number is wrong before someone else notices
• NICE TO HAVE
• Experience with partner relationship management (PRM) tools — ChannelScaler, MindMatrix or similar
• Familiarity with Tackle.io or similar marketplace transaction platforms
• Experience supporting channel incentive programs end-to-end
• Exposure to CLM (contract lifecycle management) tools
• Prior experience in a high-growth SaaS company scaling a channel or partner program from early-stage to structured motion

We value diversity, equity, and inclusion. At Sonar, we believe that our diversity is our strength. We are a global company that values and respects different backgrounds, perspectives, and cultures. We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are proud to be an equal opportunity employer and welcome all qualified applicants, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. If you need any accommodation, please reach out to us at hiring@sonarsource.com. All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date. We do not currently support visa candidates in the US. Applications that are submitted through agencies or third party recruiters will not be considered.