Channel Sales Manager - West Coast

Role outcomes:

• 30 Days (Onboard): Complete product capability onboarding across Nexus One, Firewall & Lifecycle; map top 20 West Coast Commercial channel partner account leads; audit regional partner portal enablement metrics & pipeline baseline.

• 60 Days (Build): Execute joint QBR business plans with key West Coast commercial partners; launch 2 co-sell campaigns targeting competitive displacements; establish AI-assisted partner account mapping & lead routing workflows.

• 90 Days (Execute): Drive 35%+ of new West Coast logo pipeline via partner-initiated co-selling; scale partner technical certifications by 40% across target accounts; achieve 100% weekly partner pipeline forecasting accuracy.

• 12 Months (Scale): Deliver >100% YoY partner-sourced commercial ARR growth in West Coast; establish Sonatype Firewall as the primary security add-on in partner proxy sales; operationalize scalable, AI-enabled partner management playbooks.

Responsibilities:

Daily Responsibilities

• Drive active field engagement and executive relationship management across key Commercial channel partners (Optiv, Guidepoint, Presidio, CDW, and regional VARs).

• Provide clear weekly forecasting and visibility into partner-sourced and partner-influenced commercial pipeline, deal registrations, and stage velocity.

• Orchestrate daily field-level co-selling engagement between West Coast Enterprise Account Executives and partner sales teams.

Strategic Responsibilities

• Architect and execute multi-year business growth plans for top-tier West Coast commercial partners, aligning partner revenue targets with Sonatype’s path to $500M.

• Design and launch targeted GTM demand generation programs that leverage Sonatypes products as an unassailable commercial wedge into enterprise accounts.

• Lead quarterly business reviews (QBRs) with partner executive leadership to ensure strategic alignment, joint investment, and account-based sales momentum.

Cross-functional Responsibilities

• Partner with Product Marketing and Field Marketing to co-create partner-facing sales tools, campaign collateral, and competitive battlecards.

• Collaborate with Sales Enablement to deploy scalable partner training and certification tracks via our partner enablement platform.

• Align closely with Regional Sales Directors and Account Executives to remove friction from joint co-selling motions and channel deal registrations.

Work Designer Responsibilities

• Work Designer: Redesign legacy channel processes into modern, AI-enabled workflows—automating lead distribution, partner deal tracking, and enablement auditing

• Enterprise Builder: Make high-impact trade-offs that favor Sonatype’s overall enterprise strategy over localized tactical wins, optimizing partner relationships for long-term ARR scaling.

• Fast Learner & Value Creator: Continuously experiment with new co-marketing angles and partner enablement methods, measuring success strictly by revenue outcomes rather than partner activity.

You:

Functional & Technical Expertise

• Commercial Channel Architecture: 10+ years of demonstrated success building and scaling B2B Enterprise SaaS channel partner networks in North America.

• Partner Ecosystem Mastery: Established relationships and proven track record with major commercial partners, including Optiv, Guidepoint, Presidio, CDW, and West Coast regional VARs.

• DevSecOps & Supply Chain Domain Knowledge: Strong technical fluency in application security, Software Composition Analysis (SCA), DevOps/DevSecOps pipelines, and software supply chain governance.

• Outbound Co-Selling Execution: Proven capability to move partners from passive order-taking to proactive, account-based outbound co-selling.

Behavioral Competencies

• Enterprise Builder Mindset: Thinks holistically about company-wide impact, making strategic trade-offs that maximize enterprise ARR growth.

• Fast Learner & Innovator: Experiments before playbooks exist, adapting quickly to AI market shifts and sharing insights across the organization.

• Value Creator: Ruthlessly prioritizes revenue-generating outcomes over partner activity lists.

AI Fluency Expectations

• Uses AI tools (ChatGPT, Claude, Copilot, Gong AI) to automate account mapping, summarize partner QBRs, draft co-marketing campaign messaging, and optimize pipeline forecasting workflows.