Director, APJ Channels and Alliances

Sonar Source
Singapore
Workplace: OnsiteFull timeFunction: Business Development & PartnershipsSkills: ["Leadership","Relationship building","Conflict resolution","Coaching","Stakeholder management"]

Lead Sonar’s APJ partner sales organization, managing Channel Account Managers across ANZ, Southeast Asia, North Asia, and India. Own full APJ partner-sourced revenue targets by driving channel-initiated and channel-assisted pipeline creation through VARs, SIs, and distributors. Oversee end-to-end deal registration, partner recruitment and onboarding, joint business planning with AE teams, AWS co-sell and cloud marketplace support, and alignment with regional sales leadership.

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FursaFursa
Sonar Source
Sonar Source
3 days ago

Director, APJ Channels and Alliances

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Last checked: 17 hours agoStatus: Live

Job Summary

Lead Sonar’s APJ partner sales organization, managing Channel Account Managers across ANZ, Southeast Asia, North Asia, and India. Own full APJ partner-sourced revenue targets by driving channel-initiated and channel-assisted pipeline creation through VARs, SIs, and distributors. Oversee end-to-end deal registration, partner recruitment and onboarding, joint business planning with AE teams, AWS co-sell and cloud marketplace support, and alignment with regional sales leadership.
Location: Singapore
Workplace: Onsite
Employment Type: Full time
Job Function: Business Development & Partnerships
Seniority: Director level

Key Responsibilities

  • •Run weekly pipeline reviews with Channel Account Managers, monitoring deal movement, partner engagement, and CI creation activity by territory.
  • •Conduct account mapping with regional AE leaders to place partners in active opportunities and hold partners accountable via QBRs and joint business plan check-ins.
  • •Manage deal registration workflow daily, ensuring correct Salesforce attribution and tracking cycle time from submission to outcome.
  • •Coordinate with distribution partners on activation, quoting, and order flow, including owning the weekly channel readout in the Revenue Leaders cadence.
  • •Coach and develop Channel Account Managers to shift from deal management to proactive CI generation activities, including partner recruitment and co-prospecting, and travel in-market across APJ.

Key Requirements

  • •6-8+ years in channel or partner sales leadership, including managing a regional partner team tied to a direct revenue number.
  • •Proven experience building partner-sourced pipeline (not only managing fulfillment).
  • •Experience with deal registration operations, partner attribution in Salesforce, and pipeline reporting at the Director/VP level.
  • •Familiarity with cloud marketplace transactions (AWS CPPO, DSOR, co-sell mechanics) and distribution models relevant to APJ.
  • •Ability to recruit and onboard partners and operate effectively in a high-growth, pre-IPO environment.
Experience:Channel salesPartner salesCloud marketplace
Skills:LeadershipRelationship buildingConflict resolutionCoachingStakeholder management
Tech Stack:SalesforceAWS CPPODSORAWS co-sell

Company Brief

Sonar Source
Builds static code analysis and continuous inspection tools (SonarQube, SonarCloud, SonarLint) that identify bugs, vulnerabilities, and code smells across multiple languages to help teams improve code quality and maintainability.
Industry: Developer Tools
Company Size: Large (251 to 1,000 employees)
Growth: Established Company
Headquarters: Geneva, Switzerland
Founded: 2008
WebsiteLinkedIn