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.
The Channel Partner Manager is responsible for accelerating Sonatype’s indirect revenue growth across EMEA by developing strategic reseller relationships that generate qualified partner sourced pipelines while enabling efficient commercial execution through Sonatype’s broader transactional partner ecosystem.
This role will own a portfolio of high-potential regional partners including SVA (Germany), Deviniti (Poland), and others helping them become trusted advisors capable of independently identifying, influencing and closing Software Supply Chain Security opportunities.
Alongside these strategic relationships, the role will also partner closely with Sonatype’s primary fulfillment and procurement partners, including Climb, Softcat, SoftwareOne, SHI, CDW and Bytes, ensuring enterprise opportunities progress efficiently through procurement, licensing and commercial negotiations. Working closely with Regional Vice Presidents, Enterprise Account Executives, Sales Engineering and Marketing, the Channel Partner Manager will drive joint account planning, partner enablement, pipeline generation and commercial execution across their territory.
Success is measured through partner-sourced pipeline, influenced revenue, partner engagement, joint business planning and predictable channel contribution to regional bookings.
Success in this role looks like:
Programmatic Inbound Velocity: Core managed partners transition from passive fulfillment agents to active demand creators, meeting or exceeding regional inbound opportunity and pipeline targets quarterly.
Pipeline Generation Increase partner-sourced and partner-influenced pipeline through structured account mapping, executive engagement, enablement programmes and joint marketing initiatives.
Commercial Execution Ensure enterprise opportunities transact efficiently through Sonatype’s preferred fulfilment partners including Climb, Softcat, SoftwareOne, SHI, CDW and Bytes while supporting deal registration, pricing strategy and commercial approvals.
Partner Enablement Develop partner sales and technical teams through ongoing enablement, certification and business planning so they can confidently position Sonatype’s Software Supply Chain Security portfolio.
Forecast Accuracy Maintain high-quality pipeline visibility, partner forecasting and opportunity management within Salesforce and Sonatype’s Partner Portal. Successful expansion and pipeline capitalization of the territory's primary Platinum and Gold Tier partner network.
Responsibilities:
Territory Strategy Governance: Execute the localized co-sell, recruitment, and commercialization roadmap for designated regional VARs, boutique security specialists, and tier-1 distributors.
Commercial Engineering Alignment: Model, negotiate, and structure complex enterprise transactions, including deal registration approvals, margin optimization, and multi-party cloud private offers.
Operational Account Mapping: Lead regular, structured account-mapping and prospecting alignment loops connecting partner sellers directly with regional sales teams.
Capability Architecture Delivery: Orchestrate advanced enablement and certification tracks ensuring partner sales champions and technical architects can independently position Sonatype’s differentiated intelligence.
Funnel Telemetry Management: Maintain real-time hygiene of partner deal registrations, pipeline health, and weekly forecasts natively within the corporate CRM (Salesforce) and partner portal structures.
Your experience:
Channel Mechanics & SaaS Economics: Deep operational fluency in modern multi-tier channel programs, distribution ecosystems, hyperscaler marketplace dynamics, and partner margin/incentive drivers.
Strategic Power-Mapping: Demonstrated capability to systematically unpack complex partner organizational structures, locate internal champions, and align disparate corporate incentives.
Domain Pre-Sales Fluency: Strong conceptual command of Application Security (AppSec), DevSecOps pipelines, Software Composition Analysis (SCA), and global cyber-compliance regulations (e.g., NIS2, CRA, FDA mandates).
Value-Backed Persuasion: Master technical storyteller capable of translating complex cyber risk metrics and automated policy enforcement features into high-impact financial ROI value propositions for partner C-suites.
Operational Rigor & Autonomy: Exceptional project management capacity; fully comfortable driving territory business development, pipeline diagnostics, and cross-functional campaigns under high velocity with minimal oversight.
