Channel Sales Manager, Federal & Commercial East, Americas

About Sonatype

Sonatype is the software supply chain security company. We provide the world’s best end-to-end software supply chain security solution, combining the only proactive protection against malicious open source, the only enterprise grade SBOM management and the leading open source dependency management platform. This empowers enterprises to create and maintain secure, quality, and innovative software at scale. As founders of Nexus Repository and stewards of Maven Central, the world’s largest repository of Java open-source software, we are software pioneers and our open source expertise is unmatched. We empower innovation with an unparalleled commitment to build faster, safer software and harness AI and data intelligence to mitigate risk, maximize efficiencies, and drive powerful software development. More than 2,000 organizations, including 70% of the Fortune 100 and 15 million software developers, rely on Sonatype to optimize their software supply chains.

Employment Type: Full-Time

About the Role

As the Channel Manager, you are a highly motivated team player with a proven track record of delivering results, from program development to field execution, in a fast paced and highly competitive market. You demonstrate strong business acumen, have outstanding communication skills, and effectively build relationships with partners and internal constituents to achieve success.

This position is only suitable for candidates who have experience working within SaaS vendors and have focused on building and managing relationships with channel partners such as Carahsoft, Vertosoft, Thundercat, and commercial partners including Guidepoint, Optiv, Presidio, CDW. The role requires a proven track record of developing new relationships within this partner ecosystem. We are not considering candidates transitioning from channel partners into vendor roles at this time.

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

Qualifications

• 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)

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.