Sonatype · 2 hours ago

Channel Sales Manager, Americas

United States

Full-time

Remote

Senior Level, Lead/Staff

10+ years exp

Maximize your interview chances

Cyber SecurityDeveloper Tools

Insider Connection @Sonatype

Discover valuable connections within the company who might provide insights and potential referrals.
Get 3x more responses when you reach out via email instead of LinkedIn.

Responsibilities

Build, manage and grow Sonatype’s Partner Program

Prepare and implement campaigns to recruit, develop and enable value added resellers to drive incremental business growth in the AMER market

Collaborate with multiple stakeholders to support the enhancement and expansion of our channel program, develop partner-facing market-specific collateral and sales tools, and leverage marketing programs and other resources to drive demand creation

Leverage partner sales enablement platform to advance partner development and manage partner certifications

Manage business relationship with resellers, distributors and alliance partners

Lead and execute a regular business planning process which will include establishing and driving actions for each partner in the program

Provide visibility and weekly forecasting of partner pipeline, deal registrations, deal flow, and partner recruitment and development

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

B2B Enterprise Software SalesFederal Market ExperienceRevenue GenerationSoftware Supply Chain ManagementApplication SecurityDevSecOpsSales EnablementRelationship ManagementProactive ThinkingOrganizational AbilityCross-Functional Collaboration

Required

10+ years of experience in selling B2B Enterprise Software through Value Added Resellers in the US

Demonstrated ability to drive revenue through pipeline, sales, and marketing initiatives with partners at all levels within the channel community

Strong organizational ability, experience in planning, and managing a systematic approach to demand generations through partners

Comfortable working with multiple internal teams, from individual contributors to senior sales executives, as well as building/maintaining relationships with partners, etc.

Strong track record of exceeding objectives while constantly committed to ongoing learning and development

Knowledge and experience in the field of software development, software supply chain management, application security, and/or DevSecOps/DevOps

Willing and able to travel (when permitted)

Preferred

Proactive, creative, and innovative thinker, consistently generating new ideas for driving and supporting GTM priorities through/with Sales Programs and partners

Able to excel cross-functionally and garner support from multiple stakeholders

Able to orchestrate successful joint sales and marketing programs across partner and internal sales, marketing, product, solution engineering and customer success teams

Benefits

Company Wellness Week - We shut down company operations for a week to enable all employees to spend time pursuing personal growth and enjoying much needed and deserved rest.

Diversity & Inclusion Working Groups

Parental Leave Policy

Paid Volunteer Time Off (VTO)