At a Glance
- Tasks: Drive revenue growth by building strategic partnerships and enabling partners to sell our software solutions.
- Company: Join Sonatype, a leader in software supply chain security with a commitment to innovation.
- Benefits: Enjoy flexible working, wellness weeks, and opportunities for personal growth.
- Other info: Work in a dynamic environment with a focus on diversity and inclusivity.
- Why this job: Be part of a pioneering team that empowers secure software development across the globe.
- Qualifications: Experience in channel management and a strong understanding of SaaS economics.
The predicted salary is between 60000 - 80000 £ 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. 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 Channel Partner Manager is responsible for accelerating Sonatype’s indirect revenue growth across EMEA by developing strategic reseller relationships that generate qualified partner sourced pipelines while enabling efficient commercial execution through Sonatype’s broader transactional partner ecosystem. This role will own a portfolio of high-potential regional partners including CyberWise (Turkey), Bhawan Cybertek (UAE), and Profesia (Italy & Spain), helping them become trusted advisors capable of independently identifying, influencing and closing Software Supply Chain Security opportunities.
Alongside these strategic relationships, the role will also partner closely with Sonatype’s primary fulfillment and procurement partners, ensuring enterprise opportunities progress efficiently through procurement, licensing and commercial negotiations. Working closely with Regional Vice Presidents, Enterprise Account Executives, Sales Engineering and Marketing, the Channel Partner Manager will drive joint account planning, partner enablement, pipeline generation and commercial execution across their territory.
Success is measured through partner-sourced pipeline, influenced revenue, partner engagement, joint business planning and predictable channel contribution to regional bookings. Success in this role looks like:
- Programmatic Inbound Velocity: Core managed partners transition from passive fulfillment agents to active demand creators, meeting or exceeding regional inbound opportunity and pipeline targets quarterly.
- Pipeline Generation: Increase partner-sourced and partner-influenced pipeline through structured account mapping, executive engagement, enablement programmes and joint marketing initiatives.
- Commercial Execution: Ensure enterprise opportunities transact efficiently through Sonatype’s preferred fulfilment partners while supporting deal registration, pricing strategy and commercial approvals.
- Partner Enablement: Develop partner sales and technical teams through ongoing enablement, certification and business planning so they can confidently position Sonatype’s Software Supply Chain Security portfolio.
- Forecast Accuracy: Maintain high-quality pipeline visibility, partner forecasting and opportunity management within Salesforce and Sonatype’s Partner Portal.
Your experience:
- Channel Mechanics & SaaS Economics: Deep operational fluency in modern multi-tier channel programs, distribution ecosystems, hyperscaler marketplace dynamics, and partner margin/incentive drivers.
- Strategic Power-Mapping: Demonstrated capability to systematically unpack complex partner organizational structures, locate internal champions, and align disparate corporate incentives.
- Domain Pre-Sales Fluency: Strong conceptual command of Application Security (AppSec), DevSecOps pipelines, Software Composition Analysis (SCA), and global cyber-compliance regulations.
- Value-Backed Persuasion: Master technical storyteller capable of translating complex cyber risk metrics and automated policy enforcement features into high-impact financial ROI value propositions for partner C-suites.
- Operational Rigor & Autonomy: Exceptional project management capacity; fully comfortable driving territory business development, pipeline diagnostics, and cross-functional campaigns under high velocity with minimal oversight.
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.
Channel Partner Manager (South West EMEA) employer: Sonatype
At Sonatype, we pride ourselves on being a leading employer in the software supply chain security sector, offering a dynamic and innovative work culture that fosters collaboration and creativity. Our commitment to employee growth is evident through comprehensive training programs and opportunities to engage with top-tier partners like AWS and Microsoft Azure, ensuring that our team members are at the forefront of industry advancements. With a focus on meaningful work and a supportive environment, we empower our employees to drive impactful change while enjoying the flexibility of remote work across the US East Coast and EMEA.
StudySmarter Expert Advice🤫
We think this is how you could land Channel Partner Manager (South West EMEA)
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Channel Partner Manager (South West EMEA) at Sonatype, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Sonatype. Tailor your message to explain why you’re drawn to them and how you can contribute as a Channel Partner Manager (South West EMEA). Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Channel Partner Manager (South West EMEA)
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Sonatype:When writing your cover letter, make sure to tailor your message specifically for Sonatype. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Sonatype
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Sonatype that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Sonatype that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Sonatype’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
