Channel Sales Manager

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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

• 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

🎯 Requirements

• 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

🏖️ Benefits

• 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