Partner Business Manager UK - Remote /

Company: Sonatype

We are 400+ employees from a diverse group of backgrounds that hail from more than 50 countries and speak 15 languages. But, we all share one thing in common: we're passionate about accelerating software innovation. Our vision is to put Nexus products at the center of every open-source decision modern engineering organizations make. 

We support our remote employee experience. While we have great office spaces in the Fulton, MD, Tyson's Corner VA, London UK, and Sydney AUS, we're very distributed and remote first (and always have been). We use several communication tools to connect across the company—and all remote employees have the opportunity to visit our offices and meet their teams face-to-face at team meetups. We also have an annual company meetup to get quality in-person time with the entire company at least once a year.

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Sonatype is experiencing dramatic growth, and we are looking to add an experienced, passionate,and driven Partner Business Manager to join our EMEA partner team, UK based. We are seeking a talented individual to bring enthusiasm, passion, skill, knowledge and a can-do attitude to our highly experienced Partner team, where you will help to provide pre-sales support and technical enablement to the EMEA Channel Team. 

You have a proven track record on delivering results, from program development to its execution in the field. You demonstrate strong business acumen, have outstanding communication skills and are able to effectively build relationships with partners and Sales teams and many internal stakeholders at Sonatype.  This individual will hold accountability for achieving and exceeding quarterly and annual revenue objectives.

What you'll do:

    • Lead and execute an annual and quarterly business planning process using a strategic planning model; identifies key go to market strategies and measures for revenue growth
    • Provide weekly regular forecasts of partner sales in your region and maintain an updated view of partner’s pipeline and deal flow
    • Meet and exceed assigned sales targets by closing new accounts and growing revenues across existing partners
    • Develop and execute plans to develop our internal and partner ecosystem capabilities to accelerate revenue growth and ensure customer success
    • Use strategic and critical thinking, judgment, and decision making in measuring and handling the business.
    • Create and lead programs with Sonatype partners to generate new business in existing accounts and in new markets
    • Collaborate with multiple stakeholders to support the overall growth of our partner program, development of partner facing collateral and sales tools, tracking and internal communication tools, and marketing programs
    • Continuous recruitment and assessment of partners’ contributions to defined metrics and growth objectives.
    • Build and maintain Partner sales enablement platform, progress and certifications
    • Ensure new products have appropriate go to market enablement tools and communications.


    • 5+ years experience of related B2B tech channel sales/management
    • Strong organizational ability, experience in planning, and managing a systematic approach to demand generations through partners
    • Demonstrated ability to drive revenue through pipeline, sales and marketing initiatives with partners
    • Comfortable working with multiple internal teams, from individual contributors to senior sales executives, as well as building/maintaining relationships with partners, etc.
    • Proven experience selling with and through channel partners/VAR

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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