Channel Sales Manager, Federal

Sonatype is the software supply chain management company. We're on a mission to change how the world innovates by making enterprise software development with open source and AI/ML easier and more secure. Sonatype created the software supply chain management category, is a pioneer in the open source community, and has a leadership position in the DevSecOps industry.From running the world's largest repository of Java open source components (Maven Central), to inventing modern artifact management with Nexus Repository, and to introducing the world’s only solution that stops malicious open-source malware in its tracks, we're constantly innovating and serving thousands of organizations and over 15 million developers around the world.As the Federal Channel Manager, you are a highly motivated team player with a proven track record of delivering results, from program development to field execution, in a fast paced and highly competitive market. You demonstrate strong business acumen, have outstanding communication skills, and effectively build relationships with partners and internal constituents to achieve success.In this role, you will:Build, manage and grow Sonatype’s Federal Partner Program.Prepare and implement campaigns to recruit, develop and enable value added resellers to drive incremental business growth in the Federal market.Collaborate with multiple stakeholders to support the enhancement and expansion of our channel program, develop partner-facing market-specific collateral and sales tools, and leverage marketing programs and other resources to drive demand creation.Leverage partner sales enablement platform to advance partner development and manage partner certifications.Manage business relationship with resellers, distributors and alliance partners.Lead and execute a regular business planning process which will include establishing and driving actions for each partner in the program.Provide visibility and weekly forecasting of partner pipeline, deal registrations, deal flow, and partner recruitment and development.What you bring to the table:10+ years of experience in selling B2B Enterprise Software through Value Added Resellers in the US Federal Market.Demonstrated ability to drive revenue through pipeline, sales, and marketing initiatives with partners at all levels within the channel community.Strong organizational ability, experience in planning, and managing a systematic approach to demand generations through partners.Comfortable working with multiple internal teams, from individual contributors to senior sales executives, as well as building/maintaining relationships with partners.Strong track record of exceeding objectives while constantly committed to ongoing learning and development.Knowledge and experience in the field of software development, software supply chain management, application security, and/or DevSecOps/DevOps.Willing and able to travel (when permitted).It would be great if you are:Proactive, creative, and innovative thinker, consistently generating new ideas for driving and supporting GTM priorities through/with Sales Programs and partners.Able to excel cross-functionally and garner support from multiple stakeholders.Able to orchestrate successful joint sales and marketing programs across partner and internal sales, marketing, product, solution engineering and customer success teams.Things we are proud of:2023 Fast Company Best Places for Innovators2023 Leader in Forrester-Wave for Software Compensation Analysis2023 Gartner's Magic Quadrant2023 Software Report's Top 100 Software Companies2023 BuiltIn Best Places to Work2022 Frost & Sullivan Technology Innovation Leader Award2022 PeerSpot Silver Peer Award in Software Composition Analysis2022 Tech Ascension Best DevOps Security Solution Award2022 NVCT Cyber Company of the YearCompany 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 GroupsParental Leave PolicyPaid 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.

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