About the Role The Partner Manager wins, maintains, and expands relationships with assigned channel partners. Assigned to channel partners based on geography, channel, or market, the Partner Manager is responsible for achieving qualified pipeline development, profitability, and partner recruitment objectives. The Partner Manager represents Sonar’s products and services to assigned partners and may focus on a specific solution or product set in a partner vertical market. The Partner Manager reports to the Vice President of EMEA & APJ Channels.
What You Will Do Daily
Discover, evaluate, and develop potential partners with business models and technology stacks that complement Sonar’s offerings
Potential partners include Global and Regional Consulting Partners, System Integrators, Software Resellers, Technology Alliance and Distributors, and where applicable Hyperscalers
Develop partner territory plan for a region and execute the business plan to deliver outcomes measured in new bookings, renewal revenue, and new logos
Establish productive, professional, and strong relationships with key personnel in assigned partner accounts and territories; initiate the involvement of company personnel (support, service, sales, marketing, and management) that would contribute to the partner ecosystem's success
Engage in meaningful business and account QBRs to support partners in meeting assigned targets for profitable sales volume and strategic objectives in assigned partner accounts
Build momentum and executable next steps in the joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
Proactively assess, clarify, and validate partner needs on an ongoing basis
Proactively manage Sonar’s channel policies, stringent expectations management of partners to minimize channel conflict
Ensure partners receive and complete the required enablement program while ensuring partner and Sonar’s continuous business and technology align and comply
The Experience You Will Need
7+ years of proven experience in channel and partner management in technology software B2B, ideally in a SaaS or subscription model; Dev Tools experience would be a plus
Proven track record in building, maintaining, and expanding high-performance partners in the EMEA region
Self-starter, can-do attitude, and willingness to roll up sleeves and never be afraid to do the impossible
Strong communication and listening skills, able to influence at all levels
Strong ability to work effectively as part of a team; be a bar raiser in the company values and culture
Curious, willing to unlearn to learn; confident and a great communicator
MUST HAVE
– Relationships and experience working with key VARs including Softcat, Bytes, Computercentre, and Insight
NICE TO HAVE
– Working with Crayon, SoftwareOne, or bespoke DevOps VARs
We value diversity, equity, and inclusion. At Sonar, we believe that our diversity is our strength. We are a global company that values and respects different backgrounds, perspectives, and cultures, and we are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are a proud equal opportunity employer and welcome all qualified applicants, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.
If you need any accommodation, please reach out to us at hiring@sonarsource.com.
All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date.
We do not currently support visa candidates in the US.
Applications that are submitted through agencies or third‑party recruiters will not be considered.
#J-18808-Ljbffr
What You Will Do Daily
Discover, evaluate, and develop potential partners with business models and technology stacks that complement Sonar’s offerings
Potential partners include Global and Regional Consulting Partners, System Integrators, Software Resellers, Technology Alliance and Distributors, and where applicable Hyperscalers
Develop partner territory plan for a region and execute the business plan to deliver outcomes measured in new bookings, renewal revenue, and new logos
Establish productive, professional, and strong relationships with key personnel in assigned partner accounts and territories; initiate the involvement of company personnel (support, service, sales, marketing, and management) that would contribute to the partner ecosystem's success
Engage in meaningful business and account QBRs to support partners in meeting assigned targets for profitable sales volume and strategic objectives in assigned partner accounts
Build momentum and executable next steps in the joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
Proactively assess, clarify, and validate partner needs on an ongoing basis
Proactively manage Sonar’s channel policies, stringent expectations management of partners to minimize channel conflict
Ensure partners receive and complete the required enablement program while ensuring partner and Sonar’s continuous business and technology align and comply
The Experience You Will Need
7+ years of proven experience in channel and partner management in technology software B2B, ideally in a SaaS or subscription model; Dev Tools experience would be a plus
Proven track record in building, maintaining, and expanding high-performance partners in the EMEA region
Self-starter, can-do attitude, and willingness to roll up sleeves and never be afraid to do the impossible
Strong communication and listening skills, able to influence at all levels
Strong ability to work effectively as part of a team; be a bar raiser in the company values and culture
Curious, willing to unlearn to learn; confident and a great communicator
MUST HAVE
– Relationships and experience working with key VARs including Softcat, Bytes, Computercentre, and Insight
NICE TO HAVE
– Working with Crayon, SoftwareOne, or bespoke DevOps VARs
We value diversity, equity, and inclusion. At Sonar, we believe that our diversity is our strength. We are a global company that values and respects different backgrounds, perspectives, and cultures, and we are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are a proud equal opportunity employer and welcome all qualified applicants, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.
If you need any accommodation, please reach out to us at hiring@sonarsource.com.
All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date.
We do not currently support visa candidates in the US.
Applications that are submitted through agencies or third‑party recruiters will not be considered.
#J-18808-Ljbffr
