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.