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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
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
Revenue Growth StrategyPartner EnablementPipeline GenerationCommercial NegotiationBusiness Development
Soft Skills
Technical StorytellingProject Management CapacityCross-Functional Collaboration