Channels Director, Americas

Sonar solves the trillion-dollar challenge of bad code. Sonar equips organizations to achieve and sustain a Clean Code state by empowering developers to write consistent, intentional, adaptable, and responsible code. Clean Code produces software that is maintainable, reliable, and secure, allowing development teams to spend less time fixing issues and more time innovating. With Sonar, and by employing the company’s Clean as You Code methodology, organizations minimize risk, reduce technical debt, increase productivity, and derive more value from their software in a predictable and sustainable way.

Sonar’s open-source and commercial products – SonarLint, SonarCloud, and SonarQube – support over 30 programming languages, frameworks, and infrastructure technologies. Trusted by more than 500,000 organizations and used by more than 7 million developers globally to clean more than half a trillion lines of code, Sonar is integral to delivering better software.

The impact you will have  

The Channel Director wins, maintains, and expands relationships with enterprise partners by building out a sustainable, scalable eco-system consisting of a transparent collaboration process.

The Channel ecosystem is a critical part of Sonar’s 2024 imperatives for success and we need someone with a strategic mindset, fearless in execution to build out the key markets and geographies. 

On a daily basis, you will

• Discover, evaluate, and develop key potential partners with business models that complement Sonar’s offerings in an effective manner
• Potential partners include Global and/or National System Integrators and Software Resellers
• Establishes productive, professional and strong relationships with key personnel in assigned partner accounts and territories
• Initiates the involvement of company personnel, including support, service, sales, marketing, and executive management resources that would contribute to the success of the partner ecosystem
• Engaged in meaningful business and account review to support partners in meeting assigned targets for profitable sales volume and strategic objectives in assigned partner accounts
• Build momentum and executable next steps in the joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
• Proactively assesses, clarifies, and validates partner needs on an ongoing basis
• Proactive management with Sonar’s channel policies, stringent expectations management of partners to minimize channel conflict
• Ensure partners receive and complete the required enablement program
• Ensures partner and Sonar’s continuous business, human capital investment, and their technology aligns and complies

The skills you will demonstrate

• +10 years or more of channel experience in the North American market
• Experience and proven record in building, maintaining, and expanding high-performance partners in required territories
• Experience in building out enterprise-level partnerships at the strategic level
• Sense of urgency, curiosity, assertiveness, and a great communication skills
• Experience working in both enterprise and mid-size organizations and is ready to bring the best and most applicable ideas to us
• The ability to execute thought-out plan end-to-end
• Challenges status-quo, leading and contributing to improvements