Channel Partner Manager UK - Remote / Germany - Remote

Sonatype is the software supply chain security company providing end-to-end software supply chain security solutions including SBOM management and open source dependency management. The Channel Partner Manager is responsible for accelerating indirect revenue growth across EMEA by developing strategic reseller relationships to generate partner-sourced pipeline and enable commercial execution with fulfillment and procurement partners. Responsibilities include territory strategy governance, commercial engineering alignment, operational account mapping, partner enablement and certification, funnel telemetry management, and working with sales, sales engineering and marketing to drive joint account planning and partner-sourced pipeline. Success metrics include partner-sourced pipeline, influenced revenue, partner engagement, joint business planning and predictable channel contribution to regional bookings. Required experience includes deep operational fluency in multi-tier channel programs and SaaS economics, strategic power-mapping, pre-sales fluency in Application Security (AppSec), DevSecOps pipelines, Software Composition Analysis (SCA), knowledge of SBOM, and strong commercial and project management skills. Sonatype highlights awards and benefits including AI and industry awards, company wellness week, paid volunteer time off, parental leave and flexible working practices.