UK - Remote•US - Eastern - Remote
Remote
Senior
Full Time
9 days ago
Channel Partner ManagerGSI & AlliancesRemoteSenior LevelB2B Tech SalesCloud MarketplaceStrategic Partnerships
Requirements
- •5+ years of demonstrated success in B2B tech channel sales, software solution management, or working with Value-Added Resellers (VARs) and tier-1 partners, with an unassailable track history of exceeding quotas
- •Ability to build an operational partner architecture that anticipates global business challenges 12-24 months out, applying critical thinking and sound business judgment
- •Outstanding written, verbal, and interpersonal communication skills; highly effective at securing meetings and closing business with senior-level channel executives, while maintaining strong collaborative links with internal individual contributors
- •Proven experience planning and managing a systematic approach to demand generation, co-marketing initiatives, and joint pipeline development loops with partners
- •Demonstrated capacity to seamlessly pivot roles at any given time—wearing the hat of a program manager, technical business analyst, or business development lead depending on deal or ecosystem complexity
- •A proactive, creative, and innovative mindset that consistently generates net-new ideas to support and drive divisional pipeline priorities through sales programs and strategic alliances
- •High energy, enthusiasm, and independent work ethic, with the structural maturity to work cross-functionally and garner immediate support from multiple internal and external stakeholders
What You'll Do
- •Design and execute the global co-sell and commercialization roadmap for designated cloud marketplace and system integrator ecosystems
- •Lead and execute an annual and quarterly business planning process using a strategic planning model to identify key go-to-market strategies and clear revenue metrics
- •Provide regular, high-integrity weekly forecasts of partner sales within your designated region, maintaining a real-time, updated view of partner pipelines, deal flow, and historical metrics
- •Structure, negotiate, and execute complex Cloud Partner Private Offers (CPPOs) and multi-party enterprise transaction models to close new accounts and expand existing partner revenues
- •Design and lead joint programs with Sonatype partners to generate net-new business in existing enterprise footprints and break into untapped vertical markets
- •Build, maintain, and scale the partner sales enablement framework, utilizing internal tools to track partner certification progress, tier achievements, and training status
- •Collaborate with Global teams to ensure all upcoming and newly launched products have appropriate partner-facing go-to-market enablement tools, communications, and marketing collaterals
- •Conduct continuous recruitment, validation, and performance assessment of partners against defined tier requirements and regional corporate growth objectives
- •Partner closely with Sales, Marketing, Product, Solution Engineering, and Customer Success teams to orchestrate successful cross-functional joint campaigns, webinars, quarterly webinars, and the annual Partner Summit and Awards
Benefits
- •Company Wellness Week - company operations shut down for a week for personal growth and rest
- •Paid Volunteer Time Off (VTO)
- •Parental leave
- •Diversity and inclusion working groups
- •Flexible working practices
- •Equal opportunity employer with accommodations for disabilities
About sonatype
Sonatype is the developer-friendly full-spectrum software supply chain management platform helps organizations and software developers.
Fulton, MD, US
500 - 1000
Developer Tools