Sonatype

2 weeks ago

Channel Partner Manager (DACH, CEE)

✓ Verified Job

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

Source: Company careers pageValidated by: Fursa AI

Last checked: 13 hours agoStatus: Live

Job Summary

Own indirect revenue growth across EMEA by building strategic reseller relationships and helping partners generate qualified pipeline. Drive co-sell recruitment and commercialization plans for VARs, security specialists, and distributors, aligning partner sellers with regional sales teams. Model and structure enterprise transactions, ensure deal registration and pipeline hygiene in Salesforce and the partner portal, and run enablement/certification programs so partners can confidently position software supply chain security solutions.

Location: 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 partners.
•Model, negotiate, and structure complex enterprise transactions including deal registration approvals and margin optimization.
•Lead structured account mapping and prospecting alignment loops between partner sellers and regional sales teams.
•Orchestrate advanced partner enablement and certification tracks for partner sales champions and technical architects.
•Maintain real-time hygiene of partner deal registrations, pipeline health, and weekly forecasts in Salesforce and the partner portal.

Pay and Benefits

Perks:Parental LeavePaid Leave

Key Requirements

•Deep operational fluency in modern multi-tier channel programs and partner margin/incentive drivers.
•Ability to power-map complex partner organizations, identify internal champions, and align incentives.
•Strong pre-sales fluency in Application Security (AppSec), DevSecOps pipelines, and Software Composition Analysis (SCA).
•Ability to translate software supply chain security risk metrics and automated policy enforcement into ROI value propositions for partner C-suites.
•Proven project management and autonomy driving territory business development, pipeline diagnostics, and cross-functional campaigns at high velocity.

Skills:Project managementAutonomyCross-functional collaborationStrategic planningTechnical storytelling

Tech Stack:SalesforcePartner portalNexus RepositoryMaven CentralSBOM managementSoftware composition analysis (SCA)DevSecOpsApplication Security (AppSec)Software Supply Chain Security

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

Loading job details...

Preparing the role view and application actions.

Sonatype

2 weeks ago

Channel Partner Manager (DACH, CEE)

✓ Verified Job

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

Source: Company careers pageValidated by: Fursa AI

Last checked: 13 hours agoStatus: Live

Job Summary

Location: 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 partners.
•Model, negotiate, and structure complex enterprise transactions including deal registration approvals and margin optimization.
•Lead structured account mapping and prospecting alignment loops between partner sellers and regional sales teams.
•Orchestrate advanced partner enablement and certification tracks for partner sales champions and technical architects.
•Maintain real-time hygiene of partner deal registrations, pipeline health, and weekly forecasts in Salesforce and the partner portal.

Pay and Benefits

Perks:Parental LeavePaid Leave

Key Requirements

•Deep operational fluency in modern multi-tier channel programs and partner margin/incentive drivers.
•Ability to power-map complex partner organizations, identify internal champions, and align incentives.
•Strong pre-sales fluency in Application Security (AppSec), DevSecOps pipelines, and Software Composition Analysis (SCA).
•Ability to translate software supply chain security risk metrics and automated policy enforcement into ROI value propositions for partner C-suites.
•Proven project management and autonomy driving territory business development, pipeline diagnostics, and cross-functional campaigns at high velocity.

Skills:Project managementAutonomyCross-functional collaborationStrategic planningTechnical storytelling

Tech Stack:SalesforcePartner portalNexus RepositoryMaven CentralSBOM managementSoftware composition analysis (SCA)DevSecOpsApplication Security (AppSec)Software Supply Chain Security

Company Brief

Sonatype

Industry: Cybersecurity

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

Growth: Established Company

Headquarters: Lexington, United States

Founded: 2008

Website LinkedIn