Sonatype

3 weeks ago

Channel Partner Manager

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI

Last checked: 8 hours agoStatus: Live

Job Summary

Accelerate indirect revenue growth across EMEA by building and managing strategic reseller relationships that generate qualified partner-sourced pipelines. Drive co-sell strategy, recruitment, and commercialization for regional VARs, distributors, and security specialists. Align commercial execution for enterprise transactions through fulfillment partners while improving deal registrations, forecast hygiene, and partner enablement/certification tracks.

Location: United Kingdom, Germany

Workplace: Remote

Employment Type: Full time

Job Function: Business Development & Partnerships

Seniority: Manager level

Key Responsibilities

•Execute localized co-sell, recruitment, and commercialization roadmap for designated regional VARs, security specialists, and tier-1 distributors.
•Model, negotiate, and structure complex enterprise transactions, including deal registration approvals, margin optimization, and multi-party cloud private offers.
•Lead structured account mapping and prospecting alignment loops connecting partner sellers directly with regional sales teams.
•Orchestrate advanced enablement and certification tracks so partner sales champions and technical architects can position Sonatype’s software supply chain security portfolio.
•Maintain real-time partner deal registration hygiene, pipeline health, and weekly forecasts within Salesforce and the partner portal.

Pay and Benefits

Perks:Parental LeavePaid Leave

Key Requirements

•Deep operational fluency in multi-tier channel programs and partner margin/incentive drivers.
•Ability to map complex partner organizational structures, identify internal champions, and align incentives.
•Conceptual fluency in Application Security (AppSec), DevSecOps pipelines, and Software Composition Analysis (SCA).
•Knowledge of global cyber-compliance regulations (e.g., NIS2, CRA, FDA mandates).
•Strong project management capability to drive territory business development and pipeline diagnostics with minimal oversight.

Experience:SaaSChannel programsApplication securityDevSecOpsSoftware composition analysisCyber-complianceOpen source

Skills:Project managementStrategic planningTechnical storytellingNegotiationStakeholder management

Tech Stack:SalesforceSBOMNexus RepositoryMaven CentralSoftware Composition AnalysisDevSecOpsAppSec

Company Brief

Sonatype

Provides software supply chain automation and open-source governance solutions, including Nexus Repository, Nexus Lifecycle, and Nexus IQ, to help organizations manage, secure, and govern components across the software development lifecycle.

Industry: Cybersecurity

Company Size: Large (251 to 1,000 employees)

Growth: Established Company

Headquarters: Lexington, United States

Founded: 2008

Website LinkedIn

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Sonatype

3 weeks ago

Channel Partner Manager

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI

Last checked: 8 hours agoStatus: Live

Job Summary

Location: United Kingdom, Germany

Workplace: Remote

Employment Type: Full time

Job Function: Business Development & Partnerships

Seniority: Manager level

Key Responsibilities

•Execute localized co-sell, recruitment, and commercialization roadmap for designated regional VARs, security specialists, and tier-1 distributors.
•Model, negotiate, and structure complex enterprise transactions, including deal registration approvals, margin optimization, and multi-party cloud private offers.
•Lead structured account mapping and prospecting alignment loops connecting partner sellers directly with regional sales teams.
•Orchestrate advanced enablement and certification tracks so partner sales champions and technical architects can position Sonatype’s software supply chain security portfolio.
•Maintain real-time partner deal registration hygiene, pipeline health, and weekly forecasts within Salesforce and the partner portal.

Pay and Benefits

Perks:Parental LeavePaid Leave

Key Requirements

•Deep operational fluency in multi-tier channel programs and partner margin/incentive drivers.
•Ability to map complex partner organizational structures, identify internal champions, and align incentives.
•Conceptual fluency in Application Security (AppSec), DevSecOps pipelines, and Software Composition Analysis (SCA).
•Knowledge of global cyber-compliance regulations (e.g., NIS2, CRA, FDA mandates).
•Strong project management capability to drive territory business development and pipeline diagnostics with minimal oversight.

Experience:SaaSChannel programsApplication securityDevSecOpsSoftware composition analysisCyber-complianceOpen source

Skills:Project managementStrategic planningTechnical storytellingNegotiationStakeholder management

Tech Stack:SalesforceSBOMNexus RepositoryMaven CentralSoftware Composition AnalysisDevSecOpsAppSec

Company Brief

Sonatype

Industry: Cybersecurity

Company Size: Large (251 to 1,000 employees)

Growth: Established Company

Headquarters: Lexington, United States

Founded: 2008

Website LinkedIn