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Sonatype

Channel Partner Manager

Sonatype

Channel Partner Manager responsible for accelerating indirect revenue growth across EMEA. Developing strategic reseller relationships for software supply chain security solutions.

Posted 7/2/2026full-timeRemote • 🇬🇧 United KingdomMid-LevelSeniorWebsite

Core Competencies

Role fit
Core Competencies

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Demonstrates expertise in developing strategic reseller relationships and driving indirect revenue growth through effective partner enablement and commercial execution. Proficient in navigating complex partner structures and translating technical concepts into compelling financial value propositions.

Highest-signal resume keywords
Application Security (AppSec)DevSecOps PipelinesSoftware Composition Analysis (SCA)Project ManagementChannel Program Fluency

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills
Revenue Growth StrategyPartner EnablementPipeline GenerationCommercial NegotiationBusiness Development
Soft Skills
Technical StorytellingProject Management CapacityCross-Functional Collaboration
Industry Keywords
Cyber Compliance RegulationsTerritory Business DevelopmentComplex Partner Structures

About the role

Key responsibilities & impact
  • Responsible for accelerating Sonatype’s indirect revenue growth across EMEA by developing strategic reseller relationships
  • Own a portfolio of high-potential regional partners, helping them become trusted advisors
  • Partner closely with Sonatype’s primary fulfillment and procurement partners ensuring enterprise opportunities progress efficiently through procurement, licensing, and commercial negotiations
  • Drive joint account planning, partner enablement, pipeline generation, and commercial execution across their territory

Requirements

What you’ll need
  • Deep operational fluency in modern multi-tier channel programs
  • Demonstrated capability to systematically unpack complex partner organizational structures
  • Strong conceptual command of Application Security (AppSec), DevSecOps pipelines, Software Composition Analysis (SCA), and global cyber-compliance regulations
  • Master technical storyteller capable of translating complex cyber risk metrics and automated policy enforcement features into high-impact financial ROI value propositions
  • Exceptional project management capacity; fully comfortable driving territory business development, pipeline diagnostics, and cross-functional campaigns under high velocity with minimal oversight

Benefits

Comp & perks
  • Company Wellness Week - We shut down company operations for a week to enable all employees to pursue personal growth and enjoy a much-needed and deserved rest.
  • Paid Volunteer Time Off (VTO)
  • Parental leave
  • Diversity and inclusion working groups
  • Flexible working practices