US - Western - Remote•US - Central - Remote
Remote
Senior
Full Time
7 days ago
channel salesenterprise salespartner managementAI-enabled workflowsWest Coast territory
Requirements
- •10+ years of demonstrated success building and scaling B2B Enterprise SaaS channel partner networks in North America
- •Established relationships and proven track record with major commercial partners including Optiv, Guidepoint, Presidio, CDW, and West Coast regional VARs
- •Strong technical fluency in application security, Software Composition Analysis (SCA), DevOps/DevSecOps pipelines, and software supply chain governance
- •Proven capability to move partners from passive order-taking to proactive, account-based outbound co-selling
What You'll Do
- •Build, scale, and orchestrate a high-performing commercial partner network across the West Coast territory
- •Drive active field engagement and executive relationship management across key Commercial channel partners
- •Provide clear weekly forecasting and visibility into partner-sourced and partner-influenced commercial pipeline, deal registrations, and stage velocity
- •Orchestrate daily field-level co-selling engagement between West Coast Enterprise Account Executives and partner sales teams
- •Architect and execute multi-year business growth plans for top-tier West Coast commercial partners
- •Design and launch targeted GTM demand generation programs
- •Lead quarterly business reviews (QBRs) with partner executive leadership
- •Partner with Product Marketing and Field Marketing to co-create partner-facing sales tools, campaign collateral, and competitive battlecards
- •Collaborate with Sales Enablement to deploy scalable partner training and certification tracks
- •Align closely with Regional Sales Directors and Account Executives to remove friction from joint co-selling motions and channel deal registrations
- •Redesign legacy channel processes into modern, AI-enabled workflows
- •Make high-impact trade-offs that favor Sonatype’s overall enterprise strategy
- •Continuously experiment with new co-marketing angles and partner enablement methods
Nice to Have
- •Uses AI tools (ChatGPT, Claude, Copilot, Gong AI) to automate account mapping, summarize partner QBRs, draft co-marketing campaign messaging, and optimize pipeline forecasting workflows
Benefits
- •Parental leave policy
- •Diversity and inclusion working groups
- •Paid volunteer time off (VTO)
- •Company wellness week
About sonatype
Sonatype is the developer-friendly full-spectrum software supply chain management platform helps organizations and software developers.
Fulton, MD, US
500 - 1000
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