Partner Manager - Middle East

Sonar is driving the future of agent-centric software development. As the leader in AI code verification and governance, we solve a critical problem: ensuring that software generated by AI-assisted developers or autonomous agents is reliable, secure, and maintainable. Integrating seamlessly with Claude Code, Codex, Cursor, GitHub Copilot, Gemini, and Devin, we help over 75% of the Fortune 100 build trusted, reliable, compliant software.

Responsibilities

Discover, evaluate, and develop potential partners with business models and technology stacks that complement Sonar’s offerings; Potential partners include Global and Regional Consulting Partners, System Integrators, Software Resellers, Technology Alliance and Distributors and where applicable Hyperscalers; Develop partner territory plan for a regional and execute the business plan to deliver outcomes measures in new bookings $, Renewal $ and % and new logos; 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 management resources that would contribute to the success of the partner ecosystem; Engaged in meaningful business and account QBR’s 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; Ensures partners receive and complete the required enablement program; Ensures partner and Sonar’s continuous business and technology aligns and complies.

Requirements

7+ years of proven experience in channel and partner management in a technology software B2B; Proven track record in building, maintaining, and expanding high-performance partners in the EMEA region; Self-starter, can-do attitude and willingness to roll up sleeves and never afraid to do the impossible; Strong communication and listening skills, able to influence at all levels; Strong ability to work effectively as part of a team. Be a bar raiser in the company values and culture; Curious, willing to unlearn to learn. Confident and a great communicator

Nice to have

SaaS or subscription model; Dev Tools experience

Benefits

Dynamic work culture that values respect and kindness and embraces the right to fail; 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; 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; Growth mindset and continuous education; Transparency with regular meetings, cascading messages and updates on the growth and success of our organization