SHI Channel Business Development Manager, Americas

Why should I Apply:

At Sonar, we’re a group of brilliant, motivated, and driven professionals working hard to help organizations build responsible, secure, high-quality code quickly and systematically. We build solutions that don’t just solve symptoms of problems – we fix problems at the source – source code, to be specific.

We have a dynamic culture with employees worldwide and hub offices in the USA, Switzerland, the UK, Singapore, and Germany. We believe team members should have the opportunity to come to work every day, work on a product they are proud of, love what they do, and feel energized by their peers. With our roots deep in the open source community, we’re all about the mission: provide solutions that deliver Clean Code.

The SHI Channel BDM wins, maintains, and expands the relationship with SHI by building out a sustainable, scalable GTM that drives incremental revenue for our Channel. The channel ecosystem is a critical part of Sonar’s 2025 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 business, you will

• Own the relationship with SHI, execute against business objectives and be the “go to” for all things SHI related. 
• Establish productive, professional and strong relationships with key personnel at SHI and our respective territories
• Initiate the involvement of company personnel, including support, service, sales, marketing, and executive management resources that would contribute to the success of the SHI
• Engage in meaningful business and account review to support SHI 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 assess, clarify, and validate SHI’s needs on an ongoing basis
• Proactively manage Sonar’s channel policies, with stringent expectations management of partners to minimize channel conflict 
• Ensure SHI receives and completes the required enablement program 
• Ensure SHI and Sonar’s continuous business, human capital investment, and their technology aligns and complies

The skills you will demonstrate

• 5+ years or more of channel experience in the North America market
• Experience managing SHI as a VAR or has worked for SHI in support of vendors 
• 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
• Experience working in both enterprise and mid-size organizations and ready to bring the best and most applicable ideas to us
• The ability to execute thought-out plan end-to-end

Why you will love it here:

• Our culture and mission set us apart. We have a dynamic work culture that values respect and kindness – and embraces the right to fail (and get right back up again!). We believe that the best idea wins and everyone has a voice.

• We believe that great people make a great company. We value people skills as much as technical skills and strive to keep things friendly and laid-back while still being passionate leaders in our domains. Our 550+ SonarSourcers from 33 different nationalities can relate!

• We embrace work-life balance. It is important to maintain a healthy work-life balance. This is why we have a flexible work policy that includes remote and in-office hybrid work (minimum three days a week in the office - Monday/Tuesday/Thursday).

• We have a growth mindset. We love to learn and believe that continuous education is critical to our success. In an ever-changing industry, new skills are a must, and we're happy to help our team acquire them.

We prioritize Diversity, Equity, and Inclusion:

At Sonar, we are a global workforce and recognize the value of different backgrounds, and global cultures.

We are committed to creating a diverse work environment and are proud to be an equal-opportunity employer. All qualified applicants will be considered for employment without regard to race, colour, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

All offers of employment at Sonar are contingent upon the clear results of a comprehensive background check conducted prior to the start date.

Please note that applications submitted through agencies or third-party recruiters will not be considered.