Channel Sales Manager, West Coast

About the role

As the Channel Sales Manager - West Coast, you will serve as a vital enterprise catalyst in Sonatype's strategic acceleration toward our $500M revenue milestone. Sitting at the intersection of West Coast enterprise outbound expansion and ecosystem leverage, this role exists to build, scale, and orchestrate a high-performing commercial partner network across the West Coast territory (targeting Tier-1 partners including Optiv, Guidepoint, Presidio, CDW, and premier regional solution providers).

Artificial Intelligence is accelerating code creation by 5x, causing an exponential expansion of open-source dependency risk and machine-speed malware ingestion. As software supply chain security transitions to a board-level imperative for West Coast enterprise tech leaders, organizations require trusted security platforms rather than point solutions. You will position Sonatype Firewall (>100% YoY growth) as the market's leading commercial wedge and lead joint co-selling strategies across our partner ecosystem.

As an Enterprise Builder and Work Designer, you will embody Sonatype's EVP by embedding AI-driven efficiencies into partner enablement, pipeline forecasting, and joint account mapping. You will not merely manage legacy reseller channels; you will architect an outbound force multiplier that elevates Sonatype's market leadership across West Coast enterprise accounts.

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 Sonatype's 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.

Qualifications

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.

Benefits

• Company 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 Groups
• Parental Leave Policy
• Paid Volunteer Time Off (VTO)
• Flexible working practices to allow our employees to show up as their whole selves