Channel Partner Manager – GSI, Alliances

🕒 vor 12 Tagen

⏰ Vollzeit

🟡 Mittelstufe

🟠 Senior

💰 Account Manager

🇬🇧 UK-Skilled-Worker-Visum-Sponsor

Dieses Unternehmen hat in der Vergangenheit UK-Skilled-Worker-Visa gesponsert.

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Sonatype

WebsiteLinkedInAlle Stellen

501 - 1000 Mitarbeiter

Gegründet 2008

🔒 Cybersecurity

☁️ SaaS

💰 €80.000.000 Private Equity Round im 2018-09

Cybersecurity • Software • SaaS

Sonatype ist ein führendes Unternehmen im Bereich der Software Composition Analysis (SCA) und des Software-Lieferkettenmanagements. Das Unternehmen bietet Lösungen zur Automatisierung der Sicherheit in der Software-Lieferkette, zum Aufbau zentralisierter Komponenten, zur Kontrolle von Open-Source-Risiken und zur Vereinfachung der Einhaltung der Software-Stückliste (SBOM). Sonatype bietet Werkzeuge wie Nexus Repository, Repository Firewall, Lifecycle und SBOM Manager, die Entwicklern helfen, qualitativ hochwertigen Code sicher zu liefern und Risiken durch Schwachstellen zu managen. Sonatype integriert sich in zahlreiche Tools und Sprachen, um Entwicklungs-, Sicherheits- und Betriebsteams bei der Sicherstellung sicherer Deployments zu unterstützen. Das Unternehmen ist bekannt für seine vollständigen Software-Lieferkettenlösungen, die künstliche Intelligenz nutzen, um bösartige Komponenten vorherzusagen und abzufangen und die Sicherheit in Branchen wie Finanzdienstleistungen und Technologie zu erhöhen.

Beschreibung

• Design and execute the global co-sell and commercialization roadmap for designated cloud marketplace and system integrator ecosystems. • Lead and execute an annual and quarterly business planning process using a strategic planning model to identify key go-to-market strategies and clear revenue metrics. • Provide regular, high-integrity weekly forecasts of partner sales within your designated region, maintaining a real-time, updated view of partner pipelines, deal flow, and historical metrics. • Structure, negotiate, and execute complex Cloud Partner Private Offers (CPPOs) and multi-party enterprise transaction models to close new accounts and expand existing partner revenues. • Design and lead joint programs with Sonatype partners to generate net-new business in existing enterprise footprints and break into untapped vertical markets. • Build, maintain, and scale the partner sales enablement framework, utilizing internal tools (e.g., Lessonly/SmarterU) to track partner certification progress, tier achievements, and training status. • Collaborate with Global teams to ensure all upcoming and newly launched products have appropriate partner-facing go-to-market enablement tools, communications, and marketing collaterals. • Conduct continuous recruitment, validation, and performance assessment of partners against defined tier requirements and regional corporate growth objectives. • Partner closely with Sales, Marketing, Product, Solution Engineering, and Customer Success teams to orchestrate successful cross-functional joint campaigns, webinars, quarterly webinars, and the annual Partner Summit and Awards.

🎯 Anforderungen

• 5+ years of demonstrated success in B2B tech channel sales, software solution management, or working with Value-Added Resellers (VARs) and tier-1 partners, with an unassailable track history of exceeding quotas. • Ability to build an operational partner architecture that anticipates global business challenges 12-24 months out, applying critical thinking and sound business judgment to measure and handle the business. • Outstanding written, verbal, and interpersonal communication skills; highly effective at securing meetings and closing business with senior-level channel executives, while maintaining strong collaborative links with internal individual contributors. • Proven experience planning and managing a systematic approach to demand generation, co-marketing initiatives, and joint pipeline development loops with partners. • Demonstrated capacity to seamlessly pivot roles at any given time—wearing the hat of a program manager, technical business analyst, or business development lead depending on deal or ecosystem complexity. • A proactive, creative, and innovative mindset that consistently generates net-new ideas to support and drive divisional pipeline priorities through sales programs and strategic alliances. • High energy, enthusiasm, and independent work ethic, with the structural maturity to work cross-functionally and garner immediate support from multiple internal and external stakeholders.

🏖️ Vorteile

• 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