Sonar

Director

• Create and execute a GSI engagement strategy aligned with Sonar’s global objectives
• Win new Alliance Agreements and develop existing ones to drive innovation, revenue and customer success
• Structure transformative alliance deals, drive joint value through technology integrations, co-innovation, and ecosystem partnerships
• Lead partner sales motions, solution POCs and limited Pilots that use Sonar’s suite of tools.
• Drive joint pre-sales trainings, marketing initiatives, industry and GSI specific events to accelerate ecosystem visibility and pipeline development
• Collaborate with sales, product, and marketing teams to ensure alignment on GSI initiatives and pipeline development
• Facilitate sales team interlocks for joint opportunity pursuits
• Leverage existing connections and build new ones with C-suite, Managing Directors & Practice Leadership within the GSIs headquartered in India
• Represent Sonar at in region advisory boards, partner councils and executive forums
• Enable GSIs through certifications, training and solution value sales readiness programs
• Foster innovation in AI, cloud and industry specific applications development
• Spearhead global initiatives to supercharge software engineering organizations with autonomous AI agents, actionable code intelligence towards software modernization with high quality and security at speed
• Track partner objectives and milestones, pipeline growth. Report progress to leadership. Adjust engagement models as market dynamics dictate

Client Director

Technical Account Manager

• Grow the usage of the Sonar solution within Accounts
• Increase the overall Account Sonar maturity
• Lower the risk of Account churn or downgrade
• Increase Account satisfaction, reduce the number of escalations
• Increase the number of Sonar sponsors in the Account
• Establish and maintain Sonar as a Trusted Advisor in the Account
• Entice Accounts to stay current on an Active version of Sonar, to get maximal value
• Influence Sonar roadmap to meet Account needs
• Actively listen and formalize Account technical pains or other adoption inhibitors
• Work on plans to overcome customer pains and inhibitors
• Report product technical or functional gaps internally and advocate for their resolution
• Evangelize/Promote the Sonar methodology to govern continuous Code Quality and Security improvements to the customer
• Assist Sonar sponsors in the Account for the promotion/evangelization of the Sonar ecosystem
• Keep Accounts up to date on the roadmap and aware of the value present in upcoming Sonar releases, as well as collecting feedback
• Recruit customer development teams not currently using Sonar “Upgrade” customer development teams that do not use Sonar correctly and therefore do not receive the maximum value
• Position (favorably) the Sonar ecosystem vs other competing products potentially still used in the Account
• Educate developers and managers on the value of static code analysis in general and of the Sonar ecosystem specifically
• Make sure that the Account's Sonar technical deployment and operations are in line with the size of the deployment and the criticality of the tool in the DevOps chain
• Run Quarterly Business Reviews (QBR) with Account Sales representatives
• Execute Sonar deployment audits, identify gaps, and drive remediation plans for Accounts
• Contribute to the Account Management plans with Sales Representatives. Elaborate the Technical strategy tailored to the Account context, provide inputs on the Commercial strategy
• Keep yourself constantly up to date knowledge of the technical status of the Account, technical progress, threats, and opportunities for improved maturity
• Track product development within Sonar in order to maintain product expertise

Client Director

Technical Account Manager – Technical Advisory