Channel Partner Manager (GSI & Alliances)

Sonatype • Eastern, KY

3d • Hybrid

About The Position

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.

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 to measure and handle the business.
• 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.

Responsibilities

• 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 (e.g., Lessonly/SmarterU) 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 - We shut down company operations for a week to enable all employees to pursue personal growth and enjoy a much-needed and deserved rest.
• Paid Volunteer Time Off (VTO)
• Parental leave
• Diversity and inclusion working groups
• Flexible working practices

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed