Channel Sales Manager

Sonatype is the software supply chain security company. We provide the world’s best end-to-end software supply chain security solution, combining the only proactive protection against malicious open source, the only enterprise grade SBOM management and the leading open source dependency management platform. This empowers enterprises to create and maintain secure, quality, and innovative software at scale. As founders of Nexus Repository and stewards of Maven Central, the world’s largest repository of Java open-source software, we are software pioneers and our open source expertise is unmatched. We empower innovation with an unparalleled commitment to build faster, safer software and harness AI and data intelligence to mitigate risk, maximize efficiencies, and drive powerful software development. More than 2,000 organizations, including 70% of the Fortune 100 and 15 million software developers, rely on Sonatype to optimize their software supply chains. As the Channel Sales Manager - West Coast, you will serve as a vital enterprise catalyst in Sonatype’s strategic acceleration toward our $500M revenue milestone. Sitting at the intersection of West Coast enterprise outbound expansion and ecosystem leverage, this role exists to build, scale, and orchestrate a high-performing commercial partner network across the West Coast territory (targeting Tier-1 partners including Optiv, Guidepoint, Presidio, CDW, and premier regional solution providers). Artificial Intelligence is accelerating code creation by 5x, causing an exponential expansion of open-source dependency risk and machine-speed malware ingestion. As software supply chain security transitions to a board-level imperative for West Coast enterprise tech leaders, organizations require trusted security platforms rather than point solutions. You will position Sonatype Firewall (>100% YoY growth) as the market's leading commercial wedge and lead joint co-selling strategies across our partner ecosystem. As an Enterprise Builder and Work Designer, you will embody Sonatype's EVP by embedding AI-driven efficiencies into partner enablement, pipeline forecasting, and joint account mapping. You will not merely manage legacy reseller channels; you will architect an outbound force multiplier that elevates Sonatype's market leadership across West Coast enterprise accounts.

Role outcomes: 30 Days (Onboard): Complete product capability onboarding across Nexus One, Firewall & Lifecycle; map top 20 West Coast Commercial channel partner account leads; audit regional partner portal enablement metrics & pipeline baseline.

60 Days (Build): Execute joint QBR business plans with key West Coast commercial partners; launch 2 co-sell campaigns targeting competitive displacements; establish AI-assisted partner account mapping & lead routing workflows.

90 Days (Execute): Drive 35%+ of new West Coast logo pipeline via partner-initiated co-selling; scale partner technical certifications by 40% across target accounts; achieve 100% weekly partner pipeline forecasting accuracy.

12 Months (Scale): Deliver >100% YoY partner-sourced commercial ARR growth in West Coast; establish Sonatype Firewall as the primary security add-on in partner proxy sales; operationalize scalable, AI-enabled partner management playbooks.

Responsibilities: Daily Responsibilities

Drive active field engagement and executive relationship management across key Commercial channel partners (Optiv, Guidepoint, Presidio, CDW, and regional VARs).

Provide clear weekly forecasting and visibility into partner-sourced and partner-influenced commercial pipeline, deal registrations, and stage velocity.

Orchestrate daily field-level co-selling engagement between West Coast Enterprise Account Executives and partner sales teams.

Strategic Responsibilities

Architect and execute multi-year business growth plans for top-tier West Coast commercial partners, aligning partner revenue targets with Sonatype’s path to $500M.

Design and launch targeted GTM demand generation programs that leverage Sonatypes products as an unassailable commercial wedge into enterprise accounts.

Lead quarterly business reviews (QBRs) with partner executive leadership to ensure strategic alignment, joint investment, and account-based sales momentum.

Cross-functional Responsibilities

Partner with Product Marketing and Field Marketing to co-create partner-facing sales tools, campaign collateral, and competitive battlecards.

Collaborate with Sales Enablement to deploy scalable partner training and certification tracks via our partner enablement platform.

Align closely with Regional Sales Directors and Account Executives to remove friction from joint co-selling motions and channel deal registrations.

Work Designer Responsibilities

Work Designer: Redesign legacy channel processes into modern, AI-enabled workflows—automating lead distribution, partner deal tracking, and enablement auditing

Enterprise Builder: Make high-impact trade-offs that favor Sonatype’s overall enterprise strategy over localized tactical wins, optimizing partner relationships for long-term ARR scaling.

Fast Learner & Value Creator: Continuously experiment with new co-marketing angles and partner enablement methods, measuring success strictly by revenue outcomes rather than partner activity.

You: Functional & Technical Expertise

Commercial Channel Architecture: 10+ years of demonstrated success building and scaling B2B Enterprise SaaS channel partner networks in North America.

Partner Ecosystem Mastery: Established relationships and proven track record with major commercial partners, including Optiv, Guidepoint, Presidio, CDW, and West Coast regional VARs.

DevSecOps & Supply Chain Domain Knowledge: Strong technical fluency in application security, Software Composition Analysis (SCA), DevOps/DevSecOps pipelines, and software supply chain governance.

Outbound Co-Selling Execution: Proven capability to move partners from passive order-taking to proactive, account-based outbound co-selling.

Behavioral Competencies

Enterprise Builder Mindset: Thinks holistically about company-wide impact, making strategic trade-offs that maximize enterprise ARR growth.

Fast Learner & Innovator: Experiments before playbooks exist, adapting quickly to AI market shifts and sharing insights across the organization.

Value Creator: Ruthlessly prioritizes revenue-generating outcomes over partner activity lists.

AI Fluency Expectations

Uses AI tools (ChatGPT, Claude, Copilot, Gong AI) to automate account mapping, summarize partner QBRs, draft co-marketing campaign messaging, and optimize pipeline forecasting workflows.

Things that we are proud of 2024 Built In Best Places to Work: Sonatype was named to the Washington DC 100 Best Places to Work list. European Enterprise Awards 2023: Sonatype has been named a winner of the European Enterprise Awards in the Best Enterprise SaaS Provider Constellation AST Shortlist: Sonatype has been listed on the Constellation Shortlist for Application Security Testing for 2024 Data Breakthrough Awards: Sonatype was announced as a 2024 winner in the "Open-Source Data Solution of the Year" SD Times: Best in Show Security Fast Company Best Workplaces for Innovators 2024 The Herd Top 100 Private Software Companies 2024 2023 Leader in Forrester-Wave for Software Compensation Analysis 2023 Gartner's Magic Quadrant 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) At Sonatype, we value diversity and inclusivity. We offer perks such as parental leave, diversity and inclusion working groups, and flexible working practices to allow our employees to show up as their whole selves. We are an equal-opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. If you have a disability or special need that requires accommodation, please do not hesitate to let us know.