Director, APJ Channels and Alliances

Who is Sonar?

Sonar enables organizations to ship agentic code with confidence. Code creation is abundant, but confidence is scarce. Our core platform, SonarQube, verifies over 750 billion lines of code every day, delivering agentic verification and governance for all code. Trusted by more than 7 million developers and 75% of the Fortune 100, including teams at Nvidia, ServiceNow, Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company, Sonar enables organizations to reduce outages, improve security, and lower the cost and risk of agentic software development.

Founded in Geneva and now headquartered in Austin, Texas, Sonar has a global team working across offices and hubs, including Silicon Valley, London, Bochum, Barcelona, Singapore, Tokyo, and the Washington, D.C. area. At Sonar, we’re enabling enterprises to build agentic software factories that can move quickly while maintaining the control, consistency and evidence required to ship with confidence.

Position description

• Reporting to Global Channel and Alliance lead, this role leads the APJ regional partner sales organization, managing a team of Channel Account Managers covering ANZ, Southeast Asia, North Asia and India. The Director owns the full APJ partner-sourced revenue target - driving channel-initiated and channel-assisted pipeline creation through regional VARs, SIs, and distributors. Responsibilities include end-to-end deal registration management, partner recruitment and onboarding, joint business planning with AE teams, distribution strategy execution, AWS co-sell pipeline development, cloud marketplace transactional support, partner contract execution, and coordination with regional sales leadership on sales / partner alignment.

What You Will Do

• Run weekly pipeline reviews with each Channel Account Manager, inspecting deal movement, partner engagement, and CI creation activity by territory. Be in deals — join partner-AE calls, unblock stalled registrations, and push deals from registration to close.
• Conduct account mapping sessions with regional AE leaders to identify where partners should be embedded in active opportunities.
• Hold partners accountable to pipeline commitments through regular QBRs and joint business plan check-ins.
• Manage deal registration workflow daily — approve, reject, or escalate submissions, ensure proper SF attribution, and track cycle time from submission to outcome.
• Coordinate with Channel Ops on reporting accuracy, partner tiering compliance, and comp-impacting fields.
• Work directly with distribution partners on activation, quoting, and order flow.
• Own the weekly channel readout in the Revenue Leaders cadence.
• Coach and develop CMs on shifting from deal management to proactive CI-generating activities — partner recruitment calls, new logo identification, and co-prospecting.
• Flag and resolve conflicts between partner coverage and direct sales.
• Travel to partners and be in-market regularly across APJ.

Experience and Qualifications

The ideal candidate will:

• 6-8+ years in channel or partner sales leadership, with experience managing a regional partner team carrying a direct revenue number. Proven track record building partner-sourced pipeline — not just managing fulfillment.
• Experience with deal registration operations, partner attribution in Salesforce, and pipeline reporting at the Director/VP level.
• Familiarity with cloud marketplace transactions (AWS CPPO, DSOR, co-sell mechanics) and distribution models relevant to APJ.
• Has personally recruited and onboarded partners, not just inherited a book.
• Comfortable operating in a high-growth, pre-IPO environment where process is still being built.
• Strong working relationship skills with direct sales leadership — can earn trust with regional sales leaders and AEs

In-office culture

We're intentional about this. We believe the best teams are built in the room together. Three anchor days — Mondays, Tuesdays, and Thursdays — create the collaboration rhythm that makes a hub office worth having.

Candidates need to be genuinely based in the location the role is posted — if that's not where you are today, we're happy to support relocation for the right person.

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.

If you need any accommodation, please reach out to us at hiring@sonarsource.com.

All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date.

Applications that are submitted through agencies or third party recruiters will not be considered.