Partner Business Manager - EMEA East (f/m/d)

Who is Sonar?

Sonar helps prevent code quality and code security issues from reaching production, amplifies developers' productivity in concert with AI assistants, and improves the developer experience with streamlined workflows. Sonar analyzes all code, regardless of who writes it — your internal team, genAI, or third parties — resulting in more secure, reliable, and maintainable applications. Rooted in the open source community, Sonar’s solutions support over 30 programming languages, frameworks, and infrastructure technologies. Today, Sonar is used by +7M developers and 400K organizations worldwide, including the DoD, Microsoft, NASA, MasterCard, Siemens, and T-Mobile.

We believe in developing great products that are supported by great internal teams and a strong culture.  We are highly committed to and obsessed with the company, users, each other, and our open source community. We have high standards and hold each other accountable for acting with positivity, dedication, thoughtfulness, empathy, and passion daily. 

We are deliberate with our decisions with high clarity of intention. At the same time, we feel extreme urgency and move forward quickly. 

And lastly, we are highly effective and operationally efficient. We operate collectively as One Team to accomplish our goals.

At Sonar, CODE is more than just an acronym – it's a mindset that defines daily operations. 

Why You Should Apply: 

At Sonar, we’re a group of brilliant, motivated, and driven professionals working hard to help supercharge developers to build better, faster. Sonar helps to continuously improve code quality and code security while reducing developer toil. This means that developers can focus on doing more of what they love and less of what they don’t. Our solutions don’t just solve symptoms of problems – we help fix issues at the source – for all code, whether it's developer-written, AI-generated, or from third parties.

We have a dynamic culture with employees worldwide and hub offices in the USA, Switzerland, the UK, Singapore, and Germany. Team members should be able to come to work every day, work on a product they are proud of, love what they do, and feel energized by their peers. With our roots deep in the open source community, we’re all about the mission: supercharge developers to build better, faster.

The Impact You Will Have:

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 the entire range of Sonar’s products and services to assigned partners though may focus on a specific solution or product set if focused in a partner vertical market. The Partner Manager reports to the Vice President of EMEA & APJ Channels. The success of a Sonar Partner is the success of a Partner Manager at Sonar! We believe the following will support a robust Partner Ecosystem and contribute to the success of Sonar’s strategic partners: We are looking for passionate and energetic team members to join us in building a strong and healthy partner ecosystem.

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 regional and execute the business plan to deliver outcomes measures in new bookings $, Renewal $ and % and new logos
• Establishes productive, professional, and strong relationships with key personnel in assigned partner accounts and territoriesInitiates the involvement of company personnel, including support, service, sales, marketing, and management resources that would contribute to the success of the partner ecosystem
• Engaged in meaningful business and account QBR’s 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 assesses, clarifies, and validates partner needs on an ongoing basis
• Proactive management with Sonar’s channel policies, stringent expectations management of partners to minimize channel conflict
• Ensures partners receive and complete the required enablement program Ensures partner and Sonar’s continuous business and technology aligns and complies.

The Experience You Will Need:

• 7+ years of proven experience in channel and partner management in a 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 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 VAR's including Softcat, Bytes, Computercentre, and Insight
• NICE TO HAVE - Working with Crayon SoftwareOne, bespoke DevOps VAR's

Why You Will Love it Here:

• Our culture and mission set us apart. We have a dynamic work culture that values respect and kindness and embraces the right to fail (and get right back up again!). 
• Great people make a great company. We value people skills as much as technical skills and strive to keep things friendly while still being passionate leaders in our domains. 
• We have a flexible work policy that includes 3 days in-office and 2 days work-from-home each week for those located near our office locations; some locations such as Dubai, India, Japan and Australia operate fully remotely.
• We have a growth mindset. We love learning and believe continuous education is critical to our success. In an ever-changing industry, new skills are necessary, and we're happy to help our team acquire them.
• As the leader in our field, our products and services are as strong as our internal team members.
• We embrace transparency with regular meetings, cascading messages and updates on the growth and success of our organization.

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.

We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are proud to be an 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.

All offers of employment at Sonar are contingent upon the precise results of a comprehensive background check and reference verification conducted before the start date.

Applications that are submitted through agencies or third party recruiters will not be considered.