Director, APJ Channels and Alliances
See all open roles at sonarsource →
Likely real
- 119 open roles at this company in 30 days (mass-hiring blitz)
- no salary disclosed (correlates with ghost postings)
See your fit for this role and apply with a truthfully tailored résumé.
About the role
What You Will Do:
Run weekly pipeline reviews with each Channel Account Manager, inspecting deal movement, partner engagement, and CI creation activity by territory. Be in deals — join partner-AE calls, unblock stalled registrations, and push deals from registration to close.
Conduct account mapping sessions with regional AE leaders to identify where partners should be embedded in active opportunities.
Hold partners accountable to pipeline commitments through regular QBRs and joint business plan check-ins.
Manage deal registration workflow daily — approve, reject, or escalate submissions, ensure proper SF attribution, and track cycle time from submission to outcome.
Coordinate with Channel Ops on reporting accuracy, partner tiering compliance, and comp-impacting fields.
Work directly with distribution partners on activation, quoting, and order flow.
Own the weekly channel readout in the Revenue Leaders cadence.
Coach and develop CMs on shifting from deal management to proactive CI-generating activities — partner recruitment calls, new logo identification, and co-prospecting.
Flag and resolve conflicts between partner coverage and direct sales.
Travel to partners and be in-market regularly across APJ.
Experience and Qualifications:
The ideal candidate will
6-8+ years in channel or partner sales leadership, with experience managing a regional partner team carrying a direct revenue number. Proven track record building partner-sourced pipeline — not just managing fulfillment.
Experience with deal registration operations, partner attribution in Salesforce, and pipeline reporting at the Director/VP level.
Familiarity with cloud marketplace transactions (AWS CPPO, DSOR, co-sell mechanics) and distribution models relevant to APJ.
Has personally recruited and onboarded partners, not just inherited a book.
Comfortable operating in a high-growth, pre-IPO environment where process is still being built.
Strong working relationship skills with direct sales leadership — can earn trust with regional sales leaders and AEs
Stop applying to ghosts.
OyaPilot surfaces only verified, real jobs, scores your fit, and tailors your application truthfully.