Partner Business Manager - Iberia

SonarSource seeks a Senior Partner Business Manager for Iberia based in Geneva, CH. The role focuses on building and expanding relationships with channel partners, driving revenue and profitability, and supporting partner enablement and alignment with Sonar’s products and goals.

The Partner Business Manager is responsible for developing, maintaining, and growing relationships with assigned channel partners across the Iberia region. This role drives qualified pipeline growth, profitability, and partner recruitment, representing Sonar’s full product range while potentially focusing on specific solutions within partner verticals. Reporting to the Vice President of EMEA & APJ Channels, the manager ensures partner success aligns with Sonar’s strategic objectives.

Responsibilities

• Identify, assess, and develop new partners whose business models and technology stacks align with Sonar’s offerings.
• Target potential partners such as Global and Regional Consulting Partners, System Integrators, Software Resellers, Technology Alliances, Distributors, and Hyperscalers where applicable.
• Create and execute a regional partner territory plan to meet targets for new bookings, renewals, and new customer logos.
• Build strong, professional relationships with key personnel in assigned partner accounts and coordinate internal resources—support, service, sales, marketing, and management—to support partner success.
• Participate in quarterly business reviews (QBRs) to help partners achieve profitable sales volume and strategic goals.
• Drive joint planning with partners to set mutual performance goals, financial targets, and key milestones.
• Continuously assess and clarify partner needs to ensure alignment and support.
• Manage partner relationships in accordance with Sonar’s channel policies, minimizing conflicts and setting clear expectations.
• Ensure partners complete required enablement programs and maintain ongoing alignment between Sonar and partner business and technology strategies.

Requirements

• 7+ years of experience in channel and partner management within technology software B2B, preferably in SaaS or subscription models; Dev Tools experience is advantageous.
• Proven success in building, maintaining, and expanding high-performing partner relationships in the EMEA region.
• Self-motivated, proactive attitude with a willingness to take initiative and tackle challenging goals.
• Excellent communication and listening skills, with the ability to influence stakeholders at all levels.
• Ability to collaborate effectively within a team and uphold company values and culture.
• Curious, adaptable, and confident communicator who is open to learning and unlearning.
• Must have established relationships and experience working with key VARs including Softcat, Bytes, Computercentre, and Insight.

Nice to have

• Experience working with Crayon, SoftwareOne, or bespoke DevOps VARs.

About the company

SonarSource is building the backbone of the AI software revolution, with over $400M in revenue and profitable, fast-paced growth. The company believes code verification is essential in the Agent-Centric Development Cycle and operates with a CODE mindset: Committed to customers and community, Obsessed with quality, Deliberate in decisions, and Effective as one team. It values diversity and fosters an inclusive environment where all employees feel empowered to contribute.

• Committed to customers and community.
• Obsessed with quality in all aspects of work.
• Deliberate and thoughtful in decision-making.
• Effective as a unified team.
• Values diversity and inclusion across all levels and regions.
• Supports a culture of continuous learning and adaptability.