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.

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.

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

Channel Partner Manager, DACH, CEE

Key skills