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Sonar · 1 day ago

VP, Worldwide Channel

Austin, TX

Full-time

Hybrid

Director/Executive

10+ years exp

Sonar is a company focused on preventing code quality and security issues while enhancing developer productivity through AI. The VP, Worldwide Channels will lead the global partner ecosystem, driving customer acquisition and revenue growth through strategic partnerships and operational excellence.

Cyber SecurityDeveloper ToolsOpen SourceSoftware

No H1B

Responsibilities

Define and Execute Strategy: Develop and implement Sonar's next-generation Worldwide channel strategy that aligns with overall business objectives and market vision by partnering closely with sales and business unit leaders

Drive Revenue: Collaborate with regional leaders and sales teams to influence strategy, drive scalable growth, and deliver quarterly and annual sales targets. Set and achieve aggressive revenue targets by developing new strategic partnerships while scaling existing channel opportunities with key partners

Operational Excellence: Drive operational efficiency by overseeing deal registration processes, sales forecasting, and comprehensive channel program management

Ecosystem Management: Significantly grow revenue through our robust global ecosystem of partners, including resellers, Managed Service Providers (MSPs), Service Providers, and Distributors

Relationship Cultivation: Cultivate and deepen relationships with existing top-tier, strategic partners, serving as a senior point of contact and an executive sponsor to build loyalty and expand market reach

Cross-Functional Collaboration: Work cross-functionally with internal stakeholders (Sales, Marketing, Product, Customer Success) and external partners and customers to gain support for transformational program initiatives and develop solutions that improve selling opportunities

Team Leadership: Build, lead, mentor, and scale a high-performing channel sales team focused on achieving regional and global objectives

Performance Metrics: Develop, create, and track Key Performance Indicators (KPIs) to monitor team and partner performance, ensuring alignment with revenue and market share goals. Use data-driven insights to guide decision-making and improve sales outcomes

Culture: Foster a culture of excellence, collaboration, continuous improvement, and high-impact, ensuring the team is hitting all metrics and quotas

Market Intelligence: Stay informed of industry trends and competitor activities to adjust strategies, leveraging market intelligence to seize growth opportunities

Thought Leadership: Represent Sonar as a thought leader at industry events, conferences, and with key partner executives

Qualification

Sales LeadershipChannel ManagementChannel Sales StrategiesKPI DevelopmentSales OperationsCommunication SkillsNegotiation SkillsPresentation Skills

Required

10+ years of progressive sales leadership experience in the technology industry, with a minimum of 5-7 years in channel management or a related senior-level role in an enterprise B2B software company

Proven track record of success in defining and scaling a Worldwide Channels program, with a well-known personal brand in the channel partner community

Strong experience in developing channel sales strategies that have referenceable impact on growth, Annual Recurring Revenue (ARR), and revenue

A hands-on approach to enabling partners and working deals

Deep knowledge of sales methodologies (value selling and MEDDPICC) and a history of transforming channel sales organizations into successful selling organizations that are disciplined and structured around selling processes

Strong expertise in KPI development and using performance metrics to guide strategic and operational decisions

Proven experience leading and scaling channel organizations in a complex, fast-paced environment

Strong understanding of sales operations, including forecasting, pipeline management, and incentive structures

Exceptional communication, negotiation, and presentation skills, with the ability to influence and build relationships at all levels, from channel partners to C-suite executives

Bachelor's degree required

Benefits

Flexible comprehensive employee benefit package.

You will receive 23 days of PTO per calendar year (on a pro-rated basis depending on your employment start date), with additional time provided for sickness, life events and holidays.

We offer an exciting 401(k) plan that has a 4% match, fully vested on day one of participation.

Generous discretionary Company Growth Bonus, paid annually.

Fully paid parking in the heart of downtown Austin, Texas.

Monthly catered events, and team events