Channel Partner Manager (DACH, CEE)

Sonatype is the software supply chain security company providing end-to-end software supply chain security solutions including proactive protection against malicious open source, enterprise-grade SBOM management and dependency management. The Channel Partner Manager will accelerate indirect revenue growth across EMEA by developing strategic reseller relationships to generate partner-sourced pipeline and enable commercial execution through Sonatype's transactional partner ecosystem. The role owns a portfolio of regional partners (e.g., SVA, Deviniti) and works with fulfillment and procurement partners (Climb, Softcat, SoftwareOne, SHI, CDW, Bytes) to progress enterprise opportunities through procurement, licensing and commercial negotiations. Responsibilities include territory strategy governance, modeling and negotiating complex enterprise transactions, operational account mapping, partner enablement and certification, and maintaining pipeline hygiene in Salesforce and the Partner Portal. Success metrics include partner-sourced pipeline, influenced revenue, partner engagement, joint planning, and predictable channel contribution to bookings. The role expects deep operational fluency in multi-tier channel programs, strong familiarity with AppSec, DevSecOps, Software Composition Analysis (SCA), SBOMs, and relevant regulations (NIS2, CRA, FDA), strong stakeholder mapping and executive engagement skills, and high autonomy in territory business development. Sonatype offers perks such as Company Wellness Week, paid volunteer time off, parental leave and inclusive working practices. Sonatype is an equal-opportunity employer and may use AI tools to assist parts of the hiring process.