Channel Sales Manager

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Sonatype

SiteLinkedInTodas as Vagas

501 - 1000 funcionários

Fundada em 2008

🔒 Cibersegurança

☁️ SaaS

💰 $80.000.000 Private Equity Round em 2018-09

Cybersecurity • Software • SaaS

A Sonatype é líder em análise de composição de software (SCA) e gestão de cadeia de suprimentos de software. A empresa oferece soluções para automatizar a segurança da cadeia de suprimentos de software, construir componentes centralizados, controlar riscos de código aberto e simplificar a conformidade com a lista de materiais de software (SBOM). A Sonatype oferece ferramentas como Nexus Repository, Repository Firewall, Lifecycle e SBOM Manager, que ajudam os desenvolvedores a entregar código de qualidade de forma segura e gerenciar riscos de vulnerabilidade. A Sonatype se integra a diversas ferramentas e linguagens, apoiando equipes de desenvolvimento, segurança e operações para garantir implantações seguras. A empresa é reconhecida por suas soluções completas de cadeia de suprimentos de software que utilizam inteligência artificial para prever e interceptar componentes maliciosos, melhorando a segurança em setores como serviços financeiros e tecnologia.

Descrição

• Build, scale, and orchestrate a high-performing commercial partner network across the West Coast territory • Position Sonatype Firewall as the market's leading commercial wedge • Lead joint co-selling strategies across the partner ecosystem • Drive field engagement and executive relationship management with key commercial channel partners • Provide weekly forecasting and visibility into partner-sourced and partner-influenced pipeline, deal registrations, and stage velocity • Orchestrate daily co-selling between West Coast Enterprise Account Executives and partner sales teams • Architect and execute multi-year growth plans for top-tier commercial partners • Design and launch targeted go-to-market demand generation programs • Lead quarterly business reviews with partner executive leadership • Co-create partner-facing sales tools, campaign collateral, and competitive battlecards • Deploy scalable partner training and certification tracks • Align with Regional Sales Directors and Account Executives on co-selling motions and channel deal registrations • Redesign channel processes into modern, AI-enabled workflows • Automate lead distribution, partner deal tracking, and enablement auditing • Experiment with co-marketing and partner enablement methods, measuring revenue outcomes

🎯 Requisitos

• 10+ years of demonstrated success building and scaling B2B Enterprise SaaS channel partner networks in North America • Established relationships and proven track record with major commercial partners, including Optiv, Guidepoint, Presidio, CDW, and West Coast regional VARs • Strong technical fluency in application security, Software Composition Analysis (SCA), DevOps/DevSecOps pipelines, and software supply chain governance • Proven capability to move partners from passive order-taking to proactive, account-based outbound co-selling • Holistic enterprise-builder mindset and ability to make strategic trade-offs maximizing enterprise ARR growth • Ability to experiment before playbooks exist and adapt quickly to AI market shifts • Revenue-focused approach prioritizing outcomes over partner activity lists • Ability to use AI tools including ChatGPT, Claude, Copilot, and Gong AI for account mapping, QBR summaries, campaign messaging, and pipeline forecasting

🏖️ Benefícios

• Company Wellness Week with company operations shut down for a week • Diversity & Inclusion Working Groups • Parental Leave Policy • Paid Volunteer Time Off (VTO) • Flexible working practices • Equal-opportunity employer accommodation support