Channel Partner Manager, DACH, CEE

This is a fully remote position, open to applicants in Germany.

📋 Description

• Driving indirect revenue growth for Sonatype in the EMEA region by establishing strategic reseller partnerships.

• Creating a pipeline of qualified partner-sourced opportunities while facilitating effective commercial execution through Sonatype’s extensive partner ecosystem.

• Managing a portfolio of high-potential regional partners to help them become trusted advisors.

• Collaborating closely with Sonatype’s primary fulfillment and procurement partners to ensure efficient progression of enterprise opportunities.

• Leading joint account planning, partner enablement, pipeline generation, and commercial execution within their territory.

• Success is evaluated based on partner-sourced pipeline, influenced revenue, partner engagement, joint business planning, and consistent channel contributions to regional bookings.

⛳️ Requirements

• Strong operational knowledge of modern multi-tier channel programs, distribution ecosystems, hyperscaler marketplace dynamics, and partner margin/incentive structures.

• Proven ability to systematically analyze complex partner organizational frameworks, identify internal champions, and align varying corporate incentives.

• Solid understanding of Application Security (AppSec), DevSecOps pipelines, Software Composition Analysis (SCA), and global cyber-compliance regulations (e.g., NIS2, CRA, FDA mandates).

• Excellent technical storyteller capable of converting intricate cyber risk metrics and automated policy enforcement features into compelling financial ROI propositions for partner executives.

• Outstanding project management skills; adept at driving territory business development, pipeline diagnostics, and cross-functional initiatives at a rapid pace with minimal supervision.

🏝️ Benefits

• Company Wellness Week - We pause company operations for a week to allow all employees to focus on personal growth and enjoy a well-deserved break.

• Paid Volunteer Time Off (VTO)

• Parental leave

• Diversity and inclusion working groups

• Flexible working practices