Channel Sales Manager

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

📋 Description

• Develop, expand, and manage a high-performing commercial partner network throughout the West Coast region.

• Position Sonatype Firewall as the leading commercial wedge in the market.

• Spearhead joint co-selling initiatives within the partner ecosystem.

• Foster field engagement and manage executive relationships with key commercial channel partners.

• Provide weekly forecasts and insights into partner-sourced and partner-influenced pipelines, deal registrations, and stage velocity.

• Coordinate daily co-selling efforts between West Coast Enterprise Account Executives and partner sales teams.

• Design and implement multi-year growth strategies for top-tier commercial partners.

• Create and launch targeted go-to-market demand generation initiatives.

• Lead quarterly business reviews with executive leadership from partners.

• Collaborate on the development of partner-facing sales tools, campaign materials, and competitive battlecards.

• Implement scalable training and certification programs for partners.

• Collaborate with Regional Sales Directors and Account Executives on co-selling activities and channel deal registrations.

• Transform channel processes into modern, AI-enabled workflows.

• Automate lead distribution, partner deal tracking, and enablement auditing processes.

• Explore co-marketing and partner enablement strategies while measuring revenue outcomes.

⛳️ Requirements

• Over 10 years of proven success in building and scaling B2B Enterprise SaaS channel partner networks across North America.

• Established relationships and a proven history with major commercial partners such as Optiv, Guidepoint, Presidio, CDW, and West Coast regional VARs.

• Strong technical knowledge in application security, Software Composition Analysis (SCA), DevOps/DevSecOps pipelines, and software supply chain governance.

• Demonstrated ability to transition partners from passive order-taking to proactive, account-based outbound co-selling.

• Comprehensive enterprise-builder perspective with the capability to make strategic trade-offs that maximize enterprise ARR growth.

• Capacity to experiment in the absence of established playbooks and adapt swiftly to shifts in the AI market.

• Revenue-driven mindset that prioritizes outcomes over mere partner activity lists.

• Proficiency in utilizing AI tools, including ChatGPT, Claude, Copilot, and Gong AI for account mapping, QBR summaries, campaign messaging, and pipeline forecasting.

🏝️ Benefits

• Company Wellness Week with operations paused for a week.

• Diversity & Inclusion Working Groups.

• Parental Leave Policy.

• Paid Volunteer Time Off (VTO).

• Flexible working arrangements.

• Equal-opportunity employer with accommodation support.