At a Glance
- Tasks: Drive strategic partnerships and co-sell initiatives in the cloud ecosystem.
- Company: Join Sonatype, a leader in software supply chain security.
- Benefits: Competitive salary, remote work, and opportunities for professional growth.
- Other info: Dynamic role with global reach and significant career advancement potential.
- Why this job: Make a real impact in software security while collaborating with top-tier partners.
- Qualifications: Experience in business development and strong analytical skills required.
The predicted salary is between 80000 - 100000 £ per year.
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 DevSecOps 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 DevSecOps and AppSec 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.
Remote Channel Partner Manager (GSI & Alliances) in Bradford employer: Sonatype
At Sonatype, we pride ourselves on being a leader in software supply chain security, offering an innovative and dynamic work environment that fosters collaboration and growth. Our commitment to empowering employees is reflected in our robust professional development opportunities, supportive work culture, and the chance to work with cutting-edge technology alongside industry pioneers. As a Remote Channel Partner Manager, you will play a pivotal role in shaping strategic partnerships within elite cloud ecosystems, all while enjoying the flexibility of remote work and the excitement of driving impactful change in the software development landscape.
