Principal Product and Technology Partnerships

What You Will Do Daily:

• Strategy Development & Execution: Drive the execution of Sonar’s partnership strategy specifically with the identified distribution technology partners aligning closely with overall company growth objectives.
• Opportunity Identification & Analysis: Identify evaluate and prioritize strategic partnership opportunities. Conduct market analyses of the distribution technology partner landscape and track their efforts to include home grown or partner-based code quality and security solutions within their first party solutions.
• Relationship Building & Management: Build nurture and manage strong long-term relationships with key technical product and business leaders at the target companies. Conduct quarterly reviews in conjunction with Sonar’s Sales and Channel Partner organizations.
• Deal Negotiation & Execution: Lead the end-to-end partnership lifecycle with selected technology resell or OEM partners. Define engagement models draft term sheets negotiate complex distribution agreements align key internal stakeholders and drive integration and GTM deals to closure.
• Cross-Functional Collaboration: Work closely with internal Sonar teams (Product Management Engineering Research Legal Marketing Sales Finance) to align on deal terms and construct plans for integration development sales team enablement sales team alignment and transaction execution.

The Experience You Will Need:

• 10+ years of experience in business development strategic alliances technology partnerships or related fields preferably within the cybersecurity or code security markets.
• Proven track record of successfully defining negotiating closing and managing high-impact technology-centric partnerships particularly those with OEM and/or resell GTM motions.  
• Particular experience leading complex deal negotiations including interpreting legal documents and working collaboratively with legal counsel on terms related to co-marketing co-sell resale and OEM business models.
• Demonstrated ability to engage effectively with partners at a technical level particularly with a strong foundational knowledge of the human and agentic code development ecosystem.
• Proven experience leading (or significantly contributing to) cross-functional teams including those with Product Management and Engineering to orchestrate and implement complex partnerships.
• Exceptional communication presentation negotiation and relationship-building skills with experience influencing stakeholders at various levels including senior executives.
• Ability to thrive lead initiatives and execute in a fast-paced rapidly evolving and often ambiguous technological landscape.
• MBA or advanced technical degree (e.g. MSCS MSEE) preferred. 

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!). 
• Great people make a great company. We value people skills as much as technical skills and strive to keep things friendly while still being passionate leaders in our domains. 
• We have a flexible work policy that includes 3 days in-office and 2 days work-from-home each week for those located near our office locations; some locations such as Dubai India Japan and Australia operate fully remotely.
• We have a growth mindset. We love learning and believe continuous education is critical to our success. In an ever-changing industry new skills are necessary and we're happy to help our team acquire them.
• As the leader in our field our products and services are as strong as our internal team members.
• We embrace transparency with regular meetings cascading messages and updates on the growth and success of our organization.
 

Benefits of Working With Sonar:

• Flexible comprehensive employee benefit package that is 90% paid by the company.
• We encourage usage of our robust time-off allocations.
• We offer an exciting 401(k) plan that has a 4% match fully vested on day one of participation.
• Generous discretionary Company Growth Bonus paid annually.  
• Fully paid parking in the heart of downtown Austin Texas.
• Global workforce with employees in 20+ countries representing 35+ unique nationalities.
• We have an annual kick-off somewhere in the world where we meet to build relationships and goals for the company.
 

What We Do

Sonar provides the essential verification layer for the AI-driven development era ensuring all code—whether human-written or AI-generated—is code you can trust.Today AI coding tools are generating explosive volumes of code. This has created an "engineering productivity paradox" : faster code writing doesn't automatically lead to faster safer software delivery. The new bottleneck is verification.Sonar solves this. Integrating code quality and code security into a single platform (SonarQube) Sonar is the foundation for high performance software engineering analyzing over 750 billion lines of code daily to ensure applications are secure reliable and maintainable. As an independent verification platform Sonar enables organizations to securely develop at the speed of AI. We are driven by a deep belief in our people a commitment to excellence and an unwavering dedication to delivery. We operate as a united group where our collective success is the sum of each individual's contributions. Our company culture is driven by the values of CODE: Committed Obsessed Deliberate & Effective. This mindset reflects our culture of creativity collaboration and pride in the work we do. Rooted in the open source community Sonar’s solutions support over 35 programming languages frameworks and infrastructure technologies. Today Sonar is used by 7M+ developers worldwide including ServiceNow Booking.com Deutsche Bank AstraZeneca and Ford Motor Company.Sonar is headquartered in Geneva Switzerland with additional offices in Austin Texas; Bochum Germany; London Singapore and Tokyo. The company is rapidly growing with over 800 employees!Join us in our mission to solve the trillion-dollar challenge of bad code!

Why Work With Us

We are a product-first company with a people-first culture. Every employee has the opportunity to grow and learn. We promote from within provide regular feedback and professional development opportunities value the right to fail along with respect and kindness and work with team members to achieve their full potential.

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