Channel Partner Manager, DACH, CEE

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Sonatype

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2008

🔒 Cybersecurity

☁️ SaaS

💰 $80M Private Equity Round on 2018-09

Cybersecurity • Software • SaaS

Sonatype is a leader in software composition analysis (SCA) and software supply chain management. The company provides solutions to automate software supply chain security, build centralized components, control open source risks, and simplify software bill of materials (SBOM) compliance. Sonatype offers tools such as Nexus Repository, Repository Firewall, Lifecycle, and SBOM Manager, which help developers deliver quality code securely and manage vulnerability risks. Sonatype integrates with numerous tools and languages, supporting dev, security, and ops teams to ensure secure deployments. The company is recognized for its end-to-end software supply chain solutions that leverage artificial intelligence to predict and intercept malicious components, enhancing security across industries such as financial services and technology.

📋 Description

• Accelerating Sonatype’s indirect revenue growth across EMEA by developing strategic reseller relationships. • Generating qualified partner sourced pipelines while enabling efficient commercial execution through Sonatype’s broader transactional partner ecosystem. • Owning a portfolio of high-potential regional partners helping them become trusted advisors. • Partnering closely with Sonatype’s primary fulfillment and procurement partners to ensure enterprise opportunities progress efficiently. • Driving joint account planning, partner enablement, pipeline generation and commercial execution across their territory. • Success is measured through partner-sourced pipeline, influenced revenue, partner engagement, joint business planning and predictable channel contribution to regional bookings.

🎯 Requirements

• Deep operational fluency in modern multi-tier channel programs, distribution ecosystems, hyperscaler marketplace dynamics, and partner margin/incentive drivers. • Demonstrated capability to systematically unpack complex partner organizational structures, locate internal champions, and align disparate corporate incentives. • Strong conceptual command of Application Security (AppSec), DevSecOps pipelines, Software Composition Analysis (SCA), and global cyber-compliance regulations (e.g., NIS2, CRA, FDA mandates). • Master technical storyteller capable of translating complex cyber risk metrics and automated policy enforcement features into high-impact financial ROI value propositions for partner C-suites. • Exceptional project management capacity; fully comfortable driving territory business development, pipeline diagnostics, and cross-functional campaigns under high velocity with minimal oversight.

🏖️ 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