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Sonatype

Channel Partner Manager, DACH, CEE

Sonatype

Channel Partner Manager responsible for indirect revenue growth across EMEA. Develops and manages strategic reseller relationships to enhance partner success and influence revenue.

Posted 7/7/2026full-timeRemote • 🇩🇪 GermanyMid-LevelSeniorWebsite

Core Competencies

Role fit
Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in developing strategic reseller relationships and driving partner engagement to accelerate revenue growth. Proficient in navigating complex partner ecosystems and translating technical concepts into compelling business value for stakeholders.

Highest-signal resume keywords
Channel Program ManagementApplication Security (AppSec)DevSecOps PipelinesProject ManagementCyber-Compliance Regulations

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills
Partner Margin DriversSoftware Composition Analysis (SCA)Pipeline GenerationCommercial ExecutionBusiness Development
Soft Skills
Technical StorytellingCross-Functional CollaborationStrategic Thinking
Tools & Technologies
Partner Ecosystem ToolsPipeline Diagnostics
Industry Keywords
Hyperscaler Marketplace DynamicsNIS2CRAFDA Mandates

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