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Responsibilities:
- Develop and execute territory strategy for designated VARs, boutique security specialists, and tier-1 distributors.
- Manage deal registrations, margin optimization, and multi-party cloud private offers for complex enterprise transactions.
- Lead regular account-mapping and enablement sessions connecting partner sellers directly with regional sales teams.
Requirements:
- Deep operational fluency in modern multi-tier channel programs, distribution ecosystems, and hyperscaler marketplace dynamics.
- Demonstrated capability to systematically unpack complex partner organizational structures and align disparate incentives.
- Strong conceptual command of Application Security, DevSecOps pipelines, and global cyber-compliance regulations.
Benefits:
- Wellness Week: company-wide shutdown for personal growth and rest.
- Paid Volunteer Time Off (VTO) and inclusive parental leave policies.
- Flexible working practices and diversity inclusion working groups.
Sonatype
Sonatype is a software supply chain security company providing end-to-end solutions to build secure, quality software at scale. With over 2,000 organizations and 15 million developers relying on their platform, they foster a culture of innovation, inclusivity, and continuous learning.