VP, Worldwide Channel

Who is Sonar?

Sonar helps prevent code quality and code security issues from reaching production, amplifies developers' productivity in concert with AI assistants, and improves the developer experience with streamlined workflows. Sonar analyzes all code, regardless of who writes it — your internal team, genAI, or third parties — resulting in more secure, reliable, and maintainable applications. Rooted in the open source community, Sonar’s solutions support over 30 programming languages, frameworks, and infrastructure technologies. Today, Sonar is used by +7M developers and 400K organizations worldwide, including the DoD, Microsoft, NASA, MasterCard, Siemens, and T-Mobile.

We believe in developing great products that are supported by great internal teams and a strong culture.  We are highly committed to and obsessed with the company, users, each other, and our open source community. We have high standards and hold each other accountable for acting with positivity, dedication, thoughtfulness, empathy, and passion daily. 

We are deliberate with our decisions with high clarity of intention. At the same time, we feel extreme urgency and move forward quickly. 

And lastly, we are highly effective and operationally efficient. We operate collectively as One Team to accomplish our goals.

At Sonar, CODE is more than just an acronym – it's a mindset that defines daily operations. 

Why You Should Apply: At Sonar, we’re a group of brilliant, motivated, and driven professionals working hard to help supercharge developers to build better, faster. Sonar helps to continuously improve code quality and code security while reducing developer toil. This means that developers can focus on doing more of what they love and less of what they don’t. Our solutions don’t just solve symptoms of problems – we help fix issues at the source – for all code, whether it's developer-written, AI-generated, or from third parties.

We have a dynamic culture with employees worldwide and hub offices in the USA, Switzerland, the UK, Singapore, and Germany. Team members should be able 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: supercharge developers to build better, faster.

The Role

Sonar is seeking a highly experienced, results-oriented, and visionary VP, Worldwide Channels to lead and expand our global partner ecosystem. Reporting directly to the Chief Revenue Officer (CRO), this critical leadership role is responsible for transforming, defining, executing, and scaling Sonar’s channel strategy across all worldwide markets to drive net new customer acquisition and significant revenue growth. The VP will work closely with Regional Sales Leadership, Product teams, and other key stakeholders to optimize partner performance and achieve aggressive sales targets.

• Define and Execute Strategy: Develop and implement Sonar's next-generation Worldwide channel strategy that aligns with overall business objectives and market vision by partnering closely with sales and business unit leaders.
• Drive Revenue: Collaborate with regional leaders and sales teams to influence strategy, drive scalable growth, and deliver quarterly and annual sales targets. Set and achieve aggressive revenue targets by developing new strategic partnerships while scaling existing channel opportunities with key partners.
• Operational Excellence: Drive operational efficiency by overseeing deal registration processes, sales forecasting, and comprehensive channel program management.

• Ecosystem Management: Significantly grow revenue through our robust global ecosystem of partners, including resellers, Managed Service Providers (MSPs), Service Providers, and Distributors.
• Relationship Cultivation: Cultivate and deepen relationships with existing top-tier, strategic partners, serving as a senior point of contact and an executive sponsor to build loyalty and expand market reach.
• Cross-Functional Collaboration: Work cross-functionally with internal stakeholders (Sales, Marketing, Product, Customer Success) and external partners and customers to gain support for transformational program initiatives and develop solutions that improve selling opportunities.

• Team Leadership: Build, lead, mentor, and scale a high-performing channel sales team focused on achieving regional and global objectives.
• Performance Metrics: Develop, create, and track Key Performance Indicators (KPIs) to monitor team and partner performance, ensuring alignment with revenue and market share goals. Use data-driven insights to guide decision-making and improve sales outcomes.
• Culture: Foster a culture of excellence, collaboration, continuous improvement, and high-impact, ensuring the team is hitting all metrics and quotas.

• Market Intelligence: Stay informed of industry trends and competitor activities to adjust strategies, leveraging market intelligence to seize growth opportunities.
• Thought Leadership: Represent Sonar as a thought leader at industry events, conferences, and with key partner executives.

• 10+ years of progressive sales leadership experience in the technology industry, with a minimum of 5-7 years in channel management or a related senior-level role in an enterprise B2B software company.
• Proven track record of success in defining and scaling a Worldwide Channels program, with a well-known personal brand in the channel partner community.
• Strong experience in developing channel sales strategies that have referenceable impact on growth, Annual Recurring Revenue (ARR), and revenue.
• A hands-on approach to enabling partners and working deals.
• Deep knowledge of sales methodologies (value selling and MEDDPICC) and a history of transforming channel sales organizations into successful selling organizations that are disciplined and structured around selling processes.
• Strong expertise in KPI development and using performance metrics to guide strategic and operational decisions.

• Proven experience leading and scaling channel organizations in a complex, fast-paced environment.
• Strong understanding of sales operations, including forecasting, pipeline management, and incentive structures.
• Exceptional communication, negotiation, and presentation skills, with the ability to influence and build relationships at all levels, from channel partners to C-suite executives.
• Bachelor’s degree required.

• Travel required: Yes, 33-50%
• Desired Location: SF or ATX

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

-Flexible comprehensive employee benefit package.

- We encourage usage of our robust time-off allocations. You will receive  23 days of PTO per calendar year (on a pro-rated basis depending on your employment start date), with additional time provided for sickness, life events and holidays.

- 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.

- Monthly catered events, and team events

We Value Diversity, Equity, and Inclusion:

At Sonar, we believe that our diversity is our strength. We are a global company that values and respects different backgrounds, perspectives, and cultures.

We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are proud to be an equal opportunity employer and welcome all qualified applicants, regardless of race, color, 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 precise results of a comprehensive background check and reference verification conducted before the start date.

We do not currently support visa candidates in the US. Applications that are submitted through agencies or third party recruiters will not be considered.