Partner Business Manager - Iberia

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!

• 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 region and execute the business plan to deliver outcomes in new bookings, renewal revenue, and new logos
• Establish productive, professional, and strong relationships with key personnel in assigned partner accounts and territories; initiate involvement of company personnel, including support, service, sales, marketing, and management resources that would contribute to the success of the partner ecosystem
• Engage in meaningful business and account QBRs 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 assess, clarify, and validate partner needs on an ongoing basis
• Proactively manage with Sonar’s channel policies, stringent expectation management of partners to minimize channel conflict
• Ensure partners receive and complete the required enablement program; ensure partner and Sonar’s continuous business and technology align and comply

• 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 VARs including Softcat, Bytes, Computer centre, and Insight
• Nice to have – Working with Crayon Software One, bespoke Dev Ops VARs

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.

If you need any accommodation, please reach out to us at [email protected]