Partner Business Manager - Eastern Europe (f/m/d)

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.

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 Impact You Will Have

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 Channels. The success of a Sonar Partner is the success of a Partner Manager at Sonar!

We believe the following will support a robust Partner Ecosystem and contribute to the success of Sonar’s strategic partners:

• Discover, evaluate, and develop potential partners with business models and technology stacks that complement Sonar’s offerings.
• Develop partner territory plan for a regional and execute the business plan to deliver outcome measures in new bookings, renewal, and new logos.
• Establish productive, professional, and strong relationships with key personnel in assigned partner accounts and territories.
• Initiate the involvement of company personnel, including support, service, sales, marketing, and management resources that would contribute to the success of the partner ecosystem.
• Engage in meaningful business and account QBR’s 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 management of partners to minimise channel conflict.
• Ensure partners receive and complete the required enablement program.
• Ensure partner and Sonar’s continuous business and technology aligns and complies.

The Experience You Will Need

• 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, can-do attitude and willingness to roll up sleeves and never afraid to do the impossible.
• Strong communication and listening skills, able to influence at all levels.
• Strong 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.
• MUST HAVE - Relationships and experience working with key VARs including Softcat, Bytes, Computercentre, and Insight.
• NICE TO HAVE - Working with Crayon SoftwareOne, bespoke DevOps VAR’s.

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.