Channel Sales Manager, Federal & Commercial East, Americas

Washington, District of Columbia, United States

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Software, Cybersecurity, SaaSIndustries

Requirements

Candidates must have over 10 years of experience selling B2B Enterprise Software through Value Added Resellers in the US, with a proven ability to drive revenue through pipeline, sales, and marketing initiatives with partners. Experience working with SaaS vendors and a focus on building and managing relationships with specific channel partners like Carahsoft, Vertosoft, Thundercat, Guidepoint, Optiv, Presidio, and CDW is essential. Strong organizational skills, experience in planning and managing demand generation through partners, and comfort working with multiple internal teams and external partners are required. Knowledge of software development, software supply chain management, application security, and/or DevSecOps/DevOps is also necessary. The ability to travel is required.

Responsibilities

The Channel Sales Manager will build, manage, and grow Sonatype’s Federal Partner Program by preparing and implementing campaigns to recruit, develop, and enable value-added resellers for incremental business growth in the AMER market. This role involves collaborating with multiple stakeholders to enhance the channel program, develop partner-facing collateral and sales tools, and leverage marketing programs for demand creation. Responsibilities include managing reseller, distributor, and alliance partner relationships, leading regular business planning processes, and providing weekly forecasting of partner pipeline, deal registrations, deal flow, and partner recruitment/development.

Skills

Channel Sales

Partner Management

SaaS

Federal Partner Programs

Commercial Partnerships

Relationship Building

Business Acumen

Communication Skills

Program Development

Field Execution

Sonatype

Manages and secures open-source software usage

About Sonatype

Sonatype helps organizations manage and secure their use of open-source software, which is software that anyone can inspect and modify. Their main product, the Nexus Platform, automates DevOps processes and governs the usage of open-source software. This platform supports practices that combine software development and IT operations to speed up the development lifecycle and ensure high-quality software delivery. Sonatype serves a variety of clients, including IT leaders and developers across different industries, such as healthcare. Unlike many competitors, Sonatype offers both free and paid versions of their products, allowing users to manage software components effectively. Their goal is to provide tools that enhance software security and efficiency in development, generating revenue through subscriptions to their advanced features.

Fulton, MissouriHeadquarters

2008Year Founded

$150.5MTotal Funding

GROWTH_EQUITY_VCCompany Stage

Enterprise Software, CybersecurityIndustries

501-1,000Employees

Benefits

Distributed Workforce - Walls don’t make a company great, people do — and we have the best. While we have offices in the US in Maryland and Virginia, and also in London and Sydney, our growing and talented team lives and works anywhere and everywhere.

Mission Driven - We’re helping software developers harness the power of open source, while making software safer. What does that mean for you? An opportunity to join a smart, mission-oriented team that is changing how software is made.

Competitive Salary & Benefits - We believe in taking care of our team. That means more than just interesting work — it's great benefits, competitive compensation packages, flexible schedules, and an endless opportunity to learn and grow.

Open, Transparent, Diverse - Our varied experiences, locations, ethnicities, genders, and sexual orientations, make us a better company. That's why we're committed to bringing different backgrounds and perspectives into our organization.

Risks

Complex software supply chains pose challenges, with only 7% reviewing their risks.

Fixing critical vulnerabilities can take over 500 days, exposing clients to risks.

Partnership with Equifax may risk reputation if security improvements are not achieved.

Differentiation

Sonatype offers a full-spectrum software supply chain management platform.

The Nexus Platform automates DevOps processes and governs open-source software usage.

Sonatype's solutions are trusted by 15 million developers globally.

Upsides

Partnership with OpenText enhances vulnerability management for open-source and custom code.

Availability in AWS Marketplace expands customer base and streamlines platform management.

Recognition as a leader in Software Composition Analysis boosts credibility and client attraction.

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