VP, Channels - EMEA & APJ

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.

Sonar solves the trillion-dollar challenge of bad code. Sonar equips organizations to achieve and sustain a Clean Code state by empowering developers to write consistent, intentional, adaptable, and responsible code. Clean Code produces software that is maintainable, reliable, and secure, allowing development teams to spend less time fixing issues and more time innovating.

With Sonar, and by employing the company's Clean as You Code methodology, organizations minimize risk, reduce technical debt, increase productivity, and derive more value from their software in a predictable and sustainable way.

Sonar's open-source and commercial products, SonarQube Cloud, SonarQube Server, and SonarQube for IDE, support over 30 programming languages, frameworks, and infrastructure technologies. Sonar is trusted by 7 million developers and 400,000 organizations globally to clean more than half a trillion lines of code, Sonar is integral to delivering better software. 

About the Role

Sonar is seeking a dynamic and experienced Vice President of Channels to lead and expand our channel partner ecosystem across EMEA and APJ. This is a critical leadership role responsible for developing and executing the channel strategy to drive significant revenue growth and market share within these key regions. The VP of Channels will build and manage a high-performing team, recruit and onboard strategic partners, drive a significant percentage of the business via the channel and foster strong relationships with key stakeholders

Responsibilities

• Develop and implement a comprehensive channel strategy for EMEA and APAC, aligned with Sonar's overall business objectives.
• Drive significant revenue growth through channel partners, exceeding established targets and KPIs.
• Recruit, onboard, and manage a network of strategic partners, including Value-Added Resellers (VARs), System Integrators (SIs), Managed Service Providers (MSPs), and Technology Partners.
• Develop and deliver effective partner programs, including training, enablement, marketing, and incentive programs.
• Build and maintain strong relationships with key partner executives and stakeholders.
• Monitor channel performance, analyze market trends, and identify opportunities for growth and improvement.
• Collaborate closely with internal teams, including sales, marketing, product, and customer success, to ensure alignment and effective execution of channel initiatives.
• Lead, mentor, and develop a high-performing channel team across Europe and APAC.
• Manage channel budgets and resources effectively.
• Represent Sonar at industry events and partner conferences.

Qualifications

• Bachelor's degree in Computer Science, Business Administration, Marketing, or a related field; MBA preferred.
• 12+ years of experience in channel sales and management, with a proven track record of success in building and scaling channel programs in the software industry.
• Significant experience in the European and APAC markets, with a strong understanding of regional business cultures and practices.
• Deep understanding of different channel partner types and business models.
• Strong leadership, communication, and interpersonal skills.
• Excellent negotiation, presentation, and analytical skills.
• Ability to build and maintain strong relationships with internal and external stakeholders.
• Experience in the DevOps, Application Security, or Software Development tools market is a plus.
• Fluency in English is required; additional European or Asian languages are a plus.

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.