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About the role
Key responsibilities & impact- Accelerating Sonatype’s indirect revenue growth across EMEA by developing strategic reseller relationships.
- Generating qualified partner sourced pipelines while enabling efficient commercial execution through Sonatype’s broader transactional partner ecosystem.
- Owning a portfolio of high-potential regional partners helping them become trusted advisors.
- Partnering closely with Sonatype’s primary fulfillment and procurement partners to ensure enterprise opportunities progress efficiently.
- Driving joint account planning, partner enablement, pipeline generation and commercial execution across their territory.
- Success is measured through partner-sourced pipeline, influenced revenue, partner engagement, joint business planning and predictable channel contribution to regional bookings.
Requirements
What you’ll need- 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.
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
Partner Margin DriversSoftware Composition Analysis (SCA)Pipeline GenerationCommercial ExecutionBusiness Development
Soft Skills
Technical StorytellingCross-Functional CollaborationStrategic Thinking