Channels Business Development Manager - Federal Agencies

Sonar solves the trillion-dollar challenge of bad code. Sonar equips organizations to achieve and sustain a Clean Code state by empowering developers to write consistent, intentional, adaptable, and responsible code. Clean Code produces software that is maintainable, reliable, and secure, allowing development teams to spend less time fixing issues and more time innovating. With Sonar, and by employing the company’s Clean as You Code methodology, organizations minimize risk, reduce technical debt, increase productivity, and derive more value from their software in a predictable and sustainable way.

Sonar’s open-source and commercial products – SonarLint, SonarCloud, and SonarQube – support over 30 programming languages, frameworks, and infrastructure technologies. Trusted by more than 500,000 organizations and used by more than 7 million developers globally to clean more than half a trillion lines of code, Sonar is integral to delivering better software.

The impact you will have

The Federal Channel BDM wins, maintains, and expands relationships with enterprise partners by building a sustainable, scalable ecosystem consisting of a transparent collaboration process. The Federal Channel ecosystem is a critical part of Sonar’s 2025 imperatives for success, and we need someone with a strategic mindset and fearless execution to build out the key markets and geographies.

• Work with new and existing Federal Integrators to drive our Federal Business 
• Discover, evaluate, and develop key potential partners with business models that complement Sonar’s offerings in an effective manner
• Potential partners include Global and/or National System Integrators and Software Resellers
• 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 executive management resources that would contribute to the success of the partner ecosystem
• Engaged in meaningful business and account review 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 
• Ensure partners receive and complete the required enablement program 

• Has 5+ years or more of channel experience in the North American market
• Experience working with Federal Partners and Carahsoft as a Distributor 
• Has experience and proven record in building, maintaining, and expanding high-performance partners in required territories
• Has experience in building out enterprise-level partnerships at the strategic level
• Has urgency, is curious, assertive, and a great communicator
• Has experience working in both enterprise and mid-size organizations and is ready to bring the best and most applicable ideas to us
• Has the ability to execute thought-out plan end-to-end
• Challenges status-quo, leading and contributing to improvements

Why you will love it here

• We value a safe work culture - founded in respect, kindness, and the right to fail.

• We hire great people - we value communication skills as much as technical prowess and we strive to create a work environment that allows for everyone to succeed and feel empowered to do their best work. Our 500+ SonarSourcers from 35 different nationalities can relate!

• Work-life balance - a healthy work-life balance is very important at Sonar.

• Flexible hours - we schedule our days in order to be effective at work, while also being able to enjoy life’s important moments.

• We promote continuous learning - in an ever-changing industry, learning new skills is the key to growth and success! We're happy to support all employees in this journey if desired. 

What we do

As Home of Clean Code, Sonar is the ultimate solution to achieving Clean Code for developers and organizations alike. 

The company was formed to develop the open-source tool SonarQube, which has since become the go-to standard in code quality management. We strive every day to pave the way for developers, tackling the toughest issues head-on and pushing the limits of what’s possible. 

Who we are

At Sonar we believe in people, dedication, and innovation. We’re a team of problem solvers who are passionate and relentless in their respective missions. We want to work with people who are ready and willing to fasten their seat belts and be part of an incredible ride! 

Our Core Values are: Smarter Together, Excellence, Innovation, and Delivery. They reflect our unique culture and we expect them to help shape and positively strengthen our organization. 

If you want to learn more about our culture, check out our blog post.

Join us; we’ll be smarter and stronger together!

Sonar is an equal opportunity employer and is committed to treating every employee with equal respect and fairness. We maintain a zero-tolerance policy toward any form of discrimination. All candidates will receive equal consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, citizenship, age, veteran status, disability, or any other legally protected status.