Channel Partner Manager – GSI, Alliances

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

📋 Description

• Develop and implement the global co-sell and commercialization strategy for specific cloud marketplace and system integrator ecosystems.

• Spearhead and manage an annual and quarterly business planning initiative utilizing a strategic planning framework to pinpoint key go-to-market tactics and establish clear revenue indicators.

• Deliver regular, high-integrity weekly forecasts of partner sales within your assigned region, keeping a real-time, updated perspective on partner pipelines, deal flow, and historical data.

• Structure, negotiate, and finalize complex Cloud Partner Private Offers (CPPOs) and multi-party enterprise transaction frameworks to secure new accounts and enhance existing partner revenues.

• Design and spearhead collaborative programs with Sonatype partners to generate new business within current enterprise environments and penetrate untapped vertical markets.

• Establish, maintain, and scale the partner sales enablement framework, employing internal tools (e.g., Lessonly/SmarterU) to monitor partner certification progress, tier achievements, and training statuses.

• Collaborate with global teams to ensure that all forthcoming and newly launched products are equipped with suitable partner-facing go-to-market enablement tools, communications, and marketing materials.

• Conduct ongoing recruitment, validation, and performance evaluations of partners against established tier requirements and regional corporate growth goals.

• Work closely with Sales, Marketing, Product, Solution Engineering, and Customer Success teams to orchestrate effective cross-functional joint campaigns, webinars, quarterly webinars, and the annual Partner Summit and Awards.

⛳️ Requirements

• A minimum of 5 years of proven success in B2B tech channel sales, software solution management, or collaborating with Value-Added Resellers (VARs) and tier-1 partners, with a strong track record of exceeding quotas.

• Capability to establish an operational partner framework that anticipates global business challenges 12-24 months in advance, utilizing critical thinking and sound business judgment to assess and address the business.

• Exceptional written, verbal, and interpersonal communication abilities; highly effective at securing meetings and closing deals with senior-level channel executives while fostering strong collaborative relationships with internal contributors.

• Proven expertise in planning and managing a systematic approach to demand generation, co-marketing initiatives, and joint pipeline development processes with partners.

• Demonstrated ability to seamlessly transition roles as needed—acting as a program manager, technical business analyst, or business development lead based on the complexity of deals or ecosystems.

• A proactive, creative, and innovative mindset that consistently generates new ideas to support and drive divisional pipeline priorities through sales programs and strategic partnerships.

• High energy, enthusiasm, and a strong independent work ethic, along with the structural maturity to work across functions and quickly gain support from various internal and external stakeholders.

🏝️ Benefits

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

• Paid Volunteer Time Off (VTO)

• Parental leave

• Diversity and inclusion working groups

• Flexible working practices