Channel Partner Manager; GSI & Alliances

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.

The Global Alliance Manager for Hyperscalers & GSIs exists to architect, commercialize, and scale Sonatype’s most high-leverage strategic partnerships worldwide. Positioned at the critical intersection of elite cloud ecosystems (including Amazon Web Services and Microsoft Azure) and tier-1 Global System Integrators (such as Deloitte, Capgemini, Infosys, and Cognizant), this role is the primary engine for driving partner-vetted pipeline expansion and programmatic co-sell acceleration.

Operating at the Senior/Lead level, you do not manage passive referral lists; you build unassailable commercial frameworks that embed Sonatype’s AI-driven Dev Sec Ops  intelligence natively into large-scale cloud modernization and digital transformation practices.

This high-velocity role is engineered for a highly motivated, independent team player with deep business acumen and a proven track record of shifting seamlessly between program development and field execution. Based on the US East Coast and/or EMEA with a global coverage footprint, you will serve as the connective tissue between individual contributors, senior sales executives, and external channel leadership. You must be comfortable wearing multiple hats simultaneously operating as a program manager, business analyst, and business development manager to design joint sales initiatives, build deep technical relationships, and systematically map target accounts.

Ultimately, this individual holds absolute accountability for achieving and exceeding quarterly and annual revenue objectives by unlocking new enterprise logos and maximizing cloud-spend monetization.

• Programmatic Co-Sell Acceleration: Establishing repeatable, high-velocity co-selling mechanics natively within the AWS ISV Accelerate framework and Azure partner ecosystems, ensuring Sonatype is attached directly to enterprise cloud-migration blueprints.
• Marketplace Transaction Optimization: Driving a measurable reduction in customer procurement cycle times by seamlessly structuring and executing Channel Partner Private Offers (CPPOs) to burn down existing enterprise cloud-spend commitments (e.g., AWS EDP, Microsoft MACC).
• Strategic Practice Integration: Successfully positioning Sonatype’s platform—including our SBOM Manager and Repository Firewall—as the default secure SDLC reference architecture within the Dev Sec Ops  and App Sec consulting practices of tier-1 GSIs.
• Revenue Target Domination: Consistently achieving and exceeding assigned global quarterly and annual revenue objectives through highly structured, high-yield co-selling motions.
• Ecosystem Capability Elevation: Developing internal and partner ecosystem training playbooks that build real-world capability, ensuring partners can independently demonstrate product value and protect the customer lifecycle.
• Field Alignment Synergy: Synchronizing sales cycles so that field teams across North America and EMEA experience frictionless co-selling, utilizing joint account-mapping cadences to systematically unlock new enterprise logos.

• Partner-originated and partner-influenced pipeline metrics meet or exceed assigned segment targets quarterly.
• Cloud…