Partner Program Manager

As our Partner Program Manager, you will be the architect and operator of the ecosystem that scales our reach. We need someone who understands the partner journey and can build a value-based program that rewards technical excellence, brand awareness, community contribution, and services depth as much as it rewards revenue. You will design the incentives, manage the infrastructure (PRM), and ensure our partners ranging from boutique DevSecOps VAR’s to Global SIs and Distribution have a frictionless experience.

Responsibilities

Program Design & Evolution: Architect and maintain our tiered partner program, transitioning from traditional volume-based metrics to a value-added system (rewarding certifications, lead-gen, and technical mastery); Partner Enablement: Collaborate with the Enablement team and Engineering/Services teams to create technical and sales onboarding paths, service creation, and certification tracks; Incentive Management: Design and manage referral fees, co-marketing funds (MDF), and performance-based rebates that align with our strategic goals; Tooling & Operations: Own the Partner Relationship Management (PRM) platform, automate the value tracking, deal registration, and tier advancement processes to ensure a self-service feel for partners; Ecosystem Marketing: Partner with Product Marketing to create Partner-in-a-Box kits, ensuring partners can articulate our technical value proposition to their clients; Performance Analytics: Define and track KPIs such as Partner-Sourced Revenue, Partner-Influenced ACV, and the technical health of our partner base; Gamification: Create Own and Manage sales and technical incentives to drive focused technology and GTM offerings

Requirements

5+ years in Channel/Partner Program Management within the SaaS vendor; Comfortably navigate Sonar's internal ecosystem and collaborate with key stakeholders; Proficiency with Salesforce and PRM tools (e.g., Impartner, Channel Mechanics Allbound); Confidently presenting and articulating the Partner Program to essential partners and offering necessary support

Nice to have

Experience with Developer Tools space (e.g., Cloud, DevOps, Security, or Data); Experience building or managing a value-based loyalty/incentive system

Benefits

Relocation support for the right person