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Job Level
Tech Stack
About the role
- 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
Requirements
- 10+ years of experience in partner management, business development or channel leadership within the DevOps, Security, Agentic AI, or digital transformation areas with a primary focus on GSIs
- Deep understanding of the GSI ecosystem, business models and joint solution development
- Proven experience leading and developing global GSI partnerships with a strong track record of success
- Exceptional mulit-discipline leadership skills with the ability to influence and align internal and external stakeholders
- A demonstrated history of driving substantial revenue through partner channels and effectively closing intricate deals.
- Existing executive and practice/delivery leadership relationships with the India headquartered GSIs is required
- Education: Bachelor's Degree Required
Benefits
- We Value Diversity, Equity, and Inclusion:
- Equal opportunity employer
- Comprehensive background check and reference verification
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
partner managementbusiness developmentchannel leadershipsolution developmentrevenue generationsales trainingsoftware engineeringAI applications developmentcloud technologiesdigital transformation
Soft Skills
leadershipinfluencestakeholder alignmentcollaborationinnovationcommunicationstrategic thinkingrelationship buildingproblem-solvingadaptability