Director, APJ Channels and Alliances

### **Who is Sonar?** 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. 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,, 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. **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