Channel Sales Manager

Summary

Join Sonatype as a Channel Manager and build, manage, and grow our Federal Partner Program. You will be responsible for developing and implementing campaigns to recruit and enable value-added resellers, driving business growth in the AMER market. Collaborate with stakeholders to enhance the channel program, create partner-facing materials, and leverage marketing resources. Manage relationships with resellers, distributors, and alliance partners, leading the business planning process and providing regular pipeline forecasts. This role requires 10+ years of B2B enterprise software sales experience through VARs in the US, a proven ability to drive revenue through partner initiatives, and strong organizational skills. Experience in software development, software supply chain management, application security, or DevSecOps/DevOps is also needed. The ideal candidate will be proactive, creative, and excel in cross-functional collaboration.

Requirements

• 10+ years of experience in selling B2B Enterprise Software through Value Added Resellers in the US
• Demonstrated ability to drive revenue through pipeline, sales, and marketing initiatives with partners at all levels within the channel community
• Strong organizational ability, experience in planning, and managing a systematic approach to demand generations through partners
• Comfortable working with multiple internal teams, from individual contributors to senior sales executives, as well as building/maintaining relationships with partners, etc
• Strong track record of exceeding objectives while constantly committed to ongoing learning and development
• Knowledge and experience in the field of software development, software supply chain management, application security, and/or DevSecOps/DevOps
• Willing and able to travel (when permitted)

Responsibilities

• Build, manage and grow Sonatype’s Federal Partner Program
• Prepare and implement campaigns to recruit, develop and enable value added resellers to drive incremental business growth in the AMER market
• Collaborate with multiple stakeholders to support the enhancement and expansion of our channel program, develop partner-facing market-specific collateral and sales tools, and leverage marketing programs and other resources to drive demand creation
• Leverage partner sales enablement platform to advance partner development and manage partner certifications
• Manage business relationship with resellers, distributors and alliance partners
• Lead and execute a regular business planning process which will include establishing and driving actions for each partner in the program
• Provide visibility and weekly forecasting of partner pipeline, deal registrations, deal flow, and partner recruitment and development

Preferred Qualifications

• Proactive, creative, and innovative thinker, consistently generating new ideas for driving and supporting GTM priorities through/with Sales Programs and partners
• Able to excel cross-functionally and garner support from multiple stakeholders
• Able to orchestrate successful joint sales and marketing programs across partner and internal sales, marketing, product, solution engineering and customer success teams

Benefits

• Parental Leave Policy
• Paid Volunteer Time Off (VTO)