About this role.
Sonatype is seeking a senior Channel Sales Manager to build and scale a West Coast commercial partner ecosystem for its software supply chain security platform. The role owns strategic relationships, joint business planning, co-selling execution, forecasting, partner enablement, and demand-generation programs with major VAR and channel partners. Success is measured through partner-sourced pipeline, commercial ARR growth, certification adoption, forecasting accuracy, and competitive displacement campaigns. The ideal candidate brings more than 10 years of enterprise SaaS channel experience, established partner relationships, and technical fluency in DevSecOps, SCA, and software supply chain security. This is a highly strategic, revenue-oriented field sales role with substantial cross-functional leadership and AI-enabled process design expectations.
Role DNA
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Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
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Core skills
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Sample interview questions
I begin with joint account segmentation and a mutual value proposition, then establish a documented business plan with pipeline, enablement, and executive-sponsorship milestones. I measure success through partner-initiated opportunities, deal velocity, and sourced revenue rather than activity volume alone.
I would score partners by enterprise account overlap, security practice maturity, seller coverage, technical certification capacity, historical execution, and willingness to invest in joint outbound programs. This creates a tiered engagement model that concentrates resources on partners with the strongest potential for repeatable pipeline creation.
I would standardize deal-registration hygiene, define clear sourced versus influenced attribution, review stage progression with both account executives and partner sellers, and inspect close plans weekly. Forecast confidence should be tied to validated customer engagement, technical qualification, buying process clarity, and partner accountability.
I would connect the platform to the customer’s need to reduce open-source and malware risk while enabling development speed and governance. For partners, I would emphasize a repeatable security value proposition that complements their existing services, creates attach opportunities, and supports executive-level risk conversations.
I would use AI to summarize QBR actions, identify account overlap, prioritize partner whitespace, draft campaign messaging, and surface pipeline risks from CRM and call data. Each workflow would retain human review, use governed data sources, and be evaluated against measurable improvements in partner productivity, forecast quality, and revenue outcomes.
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.
As the Channel Sales Manager – West Coast, you will serve as a vital enterprise catalyst in Sonatype’s strategic acceleration toward our $500M revenue milestone. Sitting at the intersection of West Coast enterprise outbound expansion and ecosystem leverage, this role exists to build, scale, and orchestrate a high-performing commercial partner network across the West Coast territory (targeting Tier-1 partners including Optiv, Guidepoint, Presidio, CDW, and premier regional solution providers).
Artificial Intelligence is accelerating code creation by 5x, causing an exponential expansion of open-source dependency risk and machine-speed malware ingestion. As software supply chain security transitions to a board-level imperative for West Coast enterprise tech leaders, organizations require trusted security platforms rather than point solutions. You will position Sonatype Firewall (>100% YoY growth) as the market’s leading commercial wedge and lead joint co-selling strategies across our partner ecosystem.
As an Enterprise Builder and Work Designer, you will embody Sonatype’s EVP by embedding AI-driven efficiencies into partner enablement, pipeline forecasting, and joint account mapping. You will not merely manage legacy reseller channels; you will architect an outbound force multiplier that elevates Sonatype’s market leadership across West Coast enterprise accounts.
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.
Compensation
Additional Information
Things that we are proud of
2024 Built In Best Places to Work: Sonatype was named to the Washington DC 100 Best Places to Work list.
European Enterprise Awards 2023: Sonatype has been named a winner of the European Enterprise Awards in the Best Enterprise SaaS Provider
Constellation AST Shortlist: Sonatype has been listed on the Constellation Shortlist for Application Security Testing for 2024
Data Breakthrough Awards: Sonatype was announced as a 2024 winner in the “Open-Source Data Solution of the Year”
SD Times: Best in Show Security
Fast Company Best Workplaces for Innovators 2024
The Herd Top 100 Private Software Companies 2024
2023 Leader in Forrester-Wave for Software Compensation Analysis
2023 Gartner’s Magic Quadrant
Company Wellness Week – We shut down company operations for a week to enable all employees to spend time pursuing personal growth and enjoying much needed and deserved rest.
Diversity & Inclusion Working Groups
Parental Leave Policy
Paid Volunteer Time Off (VTO)
At Sonatype, we value diversity and inclusivity. We offer perks such as parental leave, diversity and inclusion working groups, and flexible working practices to allow our employees to show up as their whole selves. We are an equal-opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. If you have a disability or special need that requires accommodation, please do not hesitate to let us know.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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