Channel Partner Manager

New

UK - Remote / Germany - RemoteFull-TimeMiddle

Salary not disclosed

Apply NowOpens the employer's application page

Job Details

Deep operational fluency in modern multi-tier channel programs, distribution ecosystems, hyperscaler marketplace dynamics, and partner margin/incentive drivers.
Demonstrated capability to systematically unpack complex partner organizational structures, locate internal champions, and align disparate corporate incentives.
Strong conceptual command of Application Security (AppSec), DevSecOps pipelines, Software Composition Analysis (SCA), and global cyber-compliance regulations (e.g., NIS2, CRA, FDA mandates).
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.
Exceptional project management capacity; fully comfortable driving territory business development, pipeline diagnostics, and cross-functional campaigns under high velocity with minimal oversight.
Proficiency in managing pipeline visibility and forecasting within Salesforce.

Execute the localized co-sell, recruitment, and commercialization roadmap for designated regional VARs, boutique security specialists, and tier-1 distributors.
Model, negotiate, and structure complex enterprise transactions, including deal registration approvals, margin optimization, and multi-party cloud private offers.
Lead regular, structured account-mapping and prospecting alignment loops connecting partner sellers directly with regional sales teams.
Orchestrate advanced enablement and certification tracks ensuring partner sales champions and technical architects can independently position Sonatype’s differentiated intelligence.
Maintain real-time hygiene of partner deal registrations, pipeline health, and weekly forecasts natively within the corporate CRM (Salesforce) and partner portal structures.

View Full Description & ApplyYou'll be redirected to the employer's site