Full-Time

Channels Business Development Manager

Federal Agencies

Updated on 11/26/2024

Sonar

Sonar

501-1,000 employees

Tools for code quality and security

Enterprise Software
Cybersecurity

Senior

Washington, DC, USA

Hybrid position in the DC metro area.

Category
Business Development
Business & Strategy
Requirements
  • Has 5+ years or more of channel experience in the North American market
  • Experience working with Federal Partners and Carahsoft as a Distributor
  • Has experience and proven record in building, maintaining, and expanding high-performance partners in required territories
  • Has experience in building out enterprise-level partnerships at the strategic level
  • Has urgency, is curious, assertive, and a great communicator
  • Has experience working in both enterprise and mid-size organizations and is ready to bring the best and most applicable ideas to us
  • Has the ability to execute thought-out plan end-to-end
  • Challenges status-quo, leading and contributing to improvements
Responsibilities
  • Work with new and existing Federal Integrators to drive our Federal Business
  • Discover, evaluate, and develop key potential partners with business models that complement Sonar’s offerings in an effective manner
  • Potential partners include Global and/or National System Integrators and Software Resellers
  • Establishes productive, professional, and strong relationships with key personnel in assigned partner accounts and territories
  • Initiates the involvement of company personnel, including support, service, sales, marketing, and executive management resources that would contribute to the success of the partner ecosystem
  • Engaged in meaningful business and account review to support partners 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 assesses, clarifies, and validates partner needs on an ongoing basis
  • Proactive management with Sonar’s channel policies, stringent expectations management of partners to minimize channel conflict
  • Ensure partners receive and complete the required enablement program

SonarSource offers tools that enhance code quality and security for software developers, including SonarLint, an IDE plugin for real-time feedback, SonarQube, a self-managed code analysis solution, and SonarCloud, a cloud-based service. The company uses a subscription-based model, allowing clients to access its products through annual or usage-based pricing. SonarSource differentiates itself with a strong focus on the "Clean Code" philosophy, which promotes writing understandable and maintainable code. Its goal is to help organizations maintain high standards for their codebases, serving a wide range of clients from small startups to large enterprises.

Company Stage

N/A

Total Funding

$444.6M

Headquarters

Vernier, Switzerland

Founded

2008

Growth & Insights
Headcount

6 month growth

14%

1 year growth

23%

2 year growth

49%
Simplify Jobs

Simplify's Take

What believers are saying

  • The appointment of Lynne Doherty as President of Field Operations is likely to drive revenue growth and enhance customer success, positioning Sonar for its next phase of growth.
  • SonarSource's tools are used by over 400,000 organizations globally, reflecting strong market penetration and a broad customer base.
  • Recent updates, such as the new SAST tool supporting thousands of open-source libraries, demonstrate Sonar's commitment to innovation and staying ahead in the market.

What critics are saying

  • The competitive landscape in code quality and security tools is intense, with major players like GitHub and JetBrains posing significant threats.
  • Rapid expansion and new leadership roles, such as the appointment of a new co-CEO, could lead to strategic misalignments and operational challenges.

What makes Sonar unique

  • SonarSource's focus on 'Clean Code' philosophy sets it apart by emphasizing code that is easy to understand, maintain, and secure, unlike competitors who may prioritize speed over quality.
  • Their comprehensive suite of tools—SonarLint, SonarQube, and SonarCloud—caters to different needs from real-time feedback in IDEs to cloud-based code analysis, offering a versatile solution unmatched by single-purpose tools.
  • The company's subscription-based model ensures continuous revenue, allowing for ongoing investment in product development and customer support, unlike competitors who may rely on one-time sales.

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