Channel Partner Manager – GSI, Alliances

Role Overview

• Design and execute the global co-sell and commercialization roadmap for designated cloud marketplace and system integrator ecosystems.
• Lead and execute an annual and quarterly business planning process using a strategic planning model to identify key go-to-market strategies and clear revenue metrics.
• Provide regular, high-integrity weekly forecasts of partner sales within your designated region, maintaining a real-time, updated view of partner pipelines, deal flow, and historical metrics.
• Structure, negotiate, and execute complex Cloud Partner Private Offers (CPPOs) and multi-party enterprise transaction models to close new accounts and expand existing partner revenues.
• Design and lead joint programs with Sonatype partners to generate net-new business in existing enterprise footprints and break into untapped vertical markets.
• Build, maintain, and scale the partner sales enablement framework, utilizing internal tools (e.g., Lessonly/SmarterU) to track partner certification progress, tier achievements, and training status.
• Collaborate with Global teams to ensure all upcoming and newly launched products have appropriate partner-facing go-to-market enablement tools, communications, and marketing collaterals.
• Conduct continuous recruitment, validation, and performance assessment of partners against defined tier requirements and regional corporate growth objectives.
• Partner closely with Sales, Marketing, Product, Solution Engineering, and Customer Success teams to orchestrate successful cross-functional joint campaigns, webinars, quarterly webinars, and the annual Partner Summit and Awards.

Requirements

• 5+ years of demonstrated success in B2B tech channel sales, software solution management, or working with Value-Added Resellers (VARs) and tier-1 partners, with an unassailable track history of exceeding quotas.
• Ability to build an operational partner architecture that anticipates global business challenges 12-24 months out, applying critical thinking and sound business judgment to measure and handle the business.
• Outstanding written, verbal, and interpersonal communication skills; highly effective at securing meetings and closing business with senior-level channel executives, while maintaining strong collaborative links with internal individual contributors.
• Proven experience planning and managing a systematic approach to demand generation, co-marketing initiatives, and joint pipeline development loops with partners.
• Demonstrated capacity to seamlessly pivot roles at any given time—wearing the hat of a program manager, technical business analyst, or business development lead depending on deal or ecosystem complexity.
• A proactive, creative, and innovative mindset that consistently generates net-new ideas to support and drive divisional pipeline priorities through sales programs and strategic alliances.
• High energy, enthusiasm, and independent work ethic, with the structural maturity to work cross-functionally and garner immediate support from multiple internal and external stakeholders.

Tech Stack

• Cloud

Benefits

• 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