Company
Sales - Channel
ChannelPartnerManager(GSI&Alliances)
Neural analysis suggests this role is
optimal for Mid+ candidates.
“Channel Partner Manager (GSI & Alliances). Skills: Channel Partner Management, Revenue Generation, Ecosystem Development. Design co-sell roadmap. Execute commercialization roadmap”
What You'll Achieve.
Meet pipeline targets quarterly; Exceed pipeline targets quarterly; Scale marketplace GMV; Maintain value propositions; Maintain alliance frameworks; Drive alignment with accounts
Industry & Context.
Critical thinking; Business judgment
What They're Looking For.
Must Have
5+ years B2B tech channel sales, 5+ years software solution management, 5+ years working with VARs, 5+ years working with tier-1 partners, Exceeding quotas track record
Nice to Have
Experience with AWS ISV Accelerate, Experience with Azure partner ecosystems, Experience with DevSecOps consulting, Experience with AppSec consulting
What You'll Do.
Design co-sell roadmap
Execute commercialization roadmap
Lead business planning process
Execute business planning process
Identify go-to-market strategies
Identify revenue metrics
Provide weekly forecasts
Maintain partner pipelines
Design joint programs
Build enablement framework
Maintain enablement framework
Scale enablement framework
Track partner certification
Track tier achievements
Track training status
Collaborate on product launches
Ensure partner enablement
Conduct partner recruitment
Assess partner performance
Partner with Marketing
Partner with Solution Engineering
Partner with Customer Success
Orchestrate joint campaigns
Orchestrate Partner Summit
How You'll Work.
Team & Collaboration
Cross-functional teams; Joint campaigns; Joint webinars; Partner Summit
Communication Scope
Written communication; Verbal communication; Interpersonal communication; Executive communication
Process & Methodology
Roadmap planning, Business planning
Full Job Description
## Success in this role looks like… Programmatic Co-Sell Acceleration: Establishing repeatable, high-velocity co-selling mechanics natively within the AWS ISV Accelerate framework and Azure partner ecosystems, ensuring Sonatype is attached directly to enterprise cloud-migration blueprints. Marketplace Transaction Optimization: Driving a measurable reduction in customer procurement cycle times by seamlessly structuring and executing Channel Partner Private Offers (CPPOs) to burn down existing enterprise cloud-spend commitments (e.g., AWS EDP, Microsoft MACC). Strategic Practice Integration: Successfully positioning Sonatype’s platform—including our SBOM Manager and Repository Firewall—as the default secure SDLC reference architecture within the DevSecOps and AppSec consulting practices of tier-1 GSIs. Revenue Target Domination: Consistently achieving and exceeding assigned global quarterly and annual revenue objectives through highly structured, high-yield co-selling motions. Ecosystem Capability Elevation: Developing internal and partner ecosystem training playbooks that build real-world capability, ensuring partners can independently demonstrate product value and protect the customer lifecycle. Field Alignment Synergy: Synchronizing sales cycles so that field teams across North America and EMEA experience frictionless co-selling, utilizing joint account-mapping cadences to systematically unlock new enterprise logos. ## You will be successful when… Partner-originated and partner-influenced pipeline metrics meet or exceed assigned segment targets quarterly. Cloud marketplace gross transaction volume (GMV) scales continuously, making Sonatype the preferred mechanism for enterprises securing cloud-native environments. Joint value propositions and technical alliance frameworks are maintained with absolute precision, clearly differentiating Sonatype against legacy SCA market alternatives. Account mapping initiatives bridge the gap cleanly between the sales field and part
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