Manager, Channel Operations

Sonar · Austin, Texas / London

Who is Sonar?

Sonar is driving the future of agent-centric software development. As the leader in AI code review and verification, 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. Customers who use Sonar are 44% less likely to report an outage due to AI-generated code.

We believe code verification is the critical missing link in the Agent-Centric Development Cycle (AC/DC). Industry giants like Nvidia, ServiceNow, Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company count on us to provide independent, explainable, consistent review and governance of their AI-generated code via products like:

  • SonarQube: The world’s leading AI code review and verification platform.

  • SonarQube Foundation Agent: Currently topping the leaderboards for agentic software repair.

  • SonarSweep & Sonar Context Augmentation: Providing the enterprise-grade context and constraints agents need to be truly effective.

Our team operates across global hubs in Austin, Bochum, Dubai, Geneva, London, Singapore, Tokyo, and Washington D.C. We move with a mindset we call CODE:

  • Committed to our customers and community.

  • Obsessed with quality.

  • Deliberate in our decisions.

  • Effective as one team.

With over $400M in revenue and profitable, fast-paced growth, we are building the backbone of the AI software revolution. If you’re hungry to have an impact, want to build at a fast pace, and ready to work at the forefront of AI, we want to hear from you.


The Opportuntiy:

 

Sonar is scaling its global partner and channel ecosystem from a startup motion to an enterprise-grade program. The partner team is growing quickly and adding critical support functions to ensure the partner business aligns to both go-to-market priorities and internal business technology deliverables.

 

This role is the operational backbone of all of it. You will sit in Revenue Operations, embedded day-to-day with the channel team organization, across all partner types. You will own the systems, data, processes, and partner-facing operations that make the partner business run — so that the channel leaders can focus on selling, building relationships, and closing programs rather than managing queues and chasing data.

 

The work is fast, cross-functional, and consequential. Getting the operational infrastructure right is what unlocks those numbers.

What you'll Own:

PARTNER DEAL OPERATIONS

  • Deal registration management — own the partner deal reg inbox, SFDC opportunity hygiene, partner-of-record assignments, and dispute resolution (deal mechanics and entitlement)

  • Quoting and deal desk coordination — manage partner-sourced quote workflows; own the escalation path to Deal Desk for non-standard structures

  • Compensation data integrity — ensure channel rep compensation data reflects accurate partner attribution; resolve discrepancies with RevOps

    • PARTNER CONTRACTS & COMPLIANCE

    • System of record — own the global partner contract database across all tiers, regions, and product lines — expirations, tier status, entitlements, margin schedules

    • PRM / CLM data integrity — maintain clean, audit-ready data in the partner relationship management and contract lifecycle systems

    • Contract workflow support — maintain the agreement repository and compliance layer — expirations, audit readiness, and PRM/CLM data integrity; the PPM owns negotiation, drafting, and the signature loop

    • Partner agreement updates — process contract amendments, tier changes, and new-product addenda; coordinate with Legal

      • CLOUD MARKETPLACE OPERATIONS

      • Cloud co-sell SFDC tracking — maintain co-sell opportunity hygiene, partner attribution, and deal status in Salesforce; the Cloud Alliance Manager owns the co-sell program and ACE relationship

      • CPPO partner tracking — maintain the CPPO ID tracker across authorized and historical transaction partners; coordinate with the Cloud Alliance Manager on status and activation

      • AWS Marketplace integrations — project-manage the Tackle-to-Salesforce public order integration and other marketplace-to-CRM automation; coordinate technical setup with Salesforce and IT

      • Azure Marketplace operations — track test transactions, payout timelines, and go-live milestones with the Microsoft partner team; own internal coordination across RevOps and Finance

      • Bulk co-sell Salesforce functionality — own implementation and maintenance of bulk co-sell tooling in SFDC (including external advisor handoff and internal IT coordination)

        • PARTNER DATA & REPORTING

        • High-propensity / partner match analysis — maintain and update the high-propensity / partner match dataset; support partner-sourced pipeline reviews

        • Cloud partner pipeline review cadences — own scheduling and prep for cloud partner pipeline review calls; compile deal status, attribution, and co-sell data ahead of each session

        • Cloud partnership spend tracking — maintain internal records on cloud provider spend positioning in support of strategic partnership agreements and forecasting

        • MDF allocation and audit — track cloud MDF spend, reconcile actuals against allocation, and maintain the audit trail; the Alliance Manager owns the cloud relationship and joint planning

        • GSI operational tracking — maintain GSI pipeline and activity logs; strategic direction sits with the GSI lead, operational data ownership sits here

          • PARTNER ONBOARDING & ENABLEMENT OPS

          • Partner intake and registration — own the partner registration form, intake workflow, and onboarding checklist; coordinate with Legal on click-through contract automation

          • NFR license key management — issue, track, and renew NFR keys; own the operational log; the PPM sets eligibility policy

          • License key delivery — coordinate with Customer Experience / Renewals on license key delivery processes for partner-fulfilled transactions

          • Channel Manager onboarding — maintain and iterate the Channel Manager Onboarding Guide and extranet space; update as systems, programs, and ROE evolve

            • OPERATIONAL INFRASTRUCTURE

            • Case and task queue — build and own a structured case/task queue — modelled on Deal Desk — for Channel Ops and the incoming PPM to manage and prioritize inbound requests

            • Partner program administration — support partner portal access, system provisioning, and data hygiene across the PRM; coordinate with IT and RevOps on tooling

            • Cross-functional coordination — serve as the operational connective tissue between the channel team and Legal, Finance, Deal Desk, Marketing, Product, and IT

            • Channels project tracking — maintain the Channels Operations Project Launch Tracker across traditional partner and hyperscaler workstreams; own status visibility for channel leadership

What you'll Bring:

REQUIRED

  • 5+ years of experience in channel operations, revenue operations, or partner operations in a B2B SaaS environment

  • Salesforce proficiency — deal registration workflows, opportunity management, partner attribution, and data hygiene; SFDC admin experience a strong plus

  • Cloud marketplace familiarity — hands-on experience with AWS Partner Network (ACE, CPPO, co-sell), Azure Marketplace, or GCP marketplace operations

  • Contract and compliance fluency — able to manage a large contract portfolio, track expirations, coordinate signature workflows, and maintain audit-ready records

  • Strong project management instincts — comfortable owning multiple concurrent workstreams, maintaining trackers, and escalating blockers proactively

  • Cross-functional communication — works effectively with Legal, Finance, Deal Desk, IT, and external partners without losing precision or speed

  • Data discipline — high attention to accuracy in spreadsheets, dashboards, and CRM; you know when a number is wrong before someone else notices

    • NICE TO HAVE

    • Experience with partner relationship management (PRM) tools — ChannelScaler, MindMatrix or similar

    • Familiarity with Tackle.io or similar marketplace transaction platforms

    • Experience supporting channel incentive programs end-to-end

    • Exposure to CLM (contract lifecycle management) tools

    • Prior experience in a high-growth SaaS company scaling a channel or partner program from early-stage to structured motion

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