Impress employers and recruiters.
Choose from hundreds of resume examples.

Target Resume Now

About the Role

Sonar is seeking a Principal, Distribution Tech Partnerships to spearhead efforts in building impactful relationships and forging partnerships with technology partners for reselling or OEMing Sonar's products. The primary goal is to establish integration and go-to-market partnerships that combine Sonar's code quality and security products with a partner's offerings to create innovative solutions for developer and engineering management teams.

Responsibilities

Drive the execution of Sonar’s partnership strategy with identified distribution technology partners, aligning with company growth objectives.
Identify, evaluate, and prioritize strategic partnership opportunities.
Conduct market analyses of the distribution technology partner landscape and track their efforts regarding code quality and security solutions.
Build, nurture, and manage strong, long-term relationships with key technical, product, and business leaders at target companies.
Conduct quarterly reviews in conjunction with Sonar’s Sales and Channel Partner organizations.
Lead the end-to-end partnership lifecycle with selected technology resell or OEM partners.
Define engagement models, draft term sheets, and negotiate complex distribution agreements.
Align key internal stakeholders and drive integration and GTM deals to closure.
Work closely with internal Sonar teams (Product Management, Engineering, Research, Legal, Marketing, Sales, Finance) to align on deal terms and construct plans for integration development, sales team enablement, sales team alignment, and transaction execution.

Requirements

10+ years of experience in business development, strategic alliances, technology partnerships, or related fields, preferably within the cybersecurity or code security markets.
Proven track record of successfully defining, negotiating, closing, and managing high-impact, technology-centric partnerships, particularly those with OEM and/or resell GTM motions.
Particular experience leading complex deal negotiations, including interpreting legal documents and working collaboratively with legal counsel on terms related to co-marketing, co-sell, resale, and OEM business models.
Demonstrated ability to engage effectively with partners at a technical level, particularly with a strong foundational knowledge of the human and agentic code development ecosystem.
Proven experience leading (or significantly contributing to) cross-functional teams, including those with Product Management and Engineering, to orchestrate and implement complex partnerships.
Exceptional communication, presentation, negotiation, and relationship-building skills, with experience influencing stakeholders at various levels, including senior executives.
Ability to thrive, lead initiatives, and execute in a fast-paced, rapidly evolving, and often ambiguous technological landscape.
Candidates need to be genuinely based in the location the role is posted.
Relocation support is available for the right person.
All offers of employment are contingent upon the results of a comprehensive background check and reference verification.
Does not currently support visa candidates in the US.
Applications submitted through agencies or third-party recruiters will not be considered.

Skills

Business Development
Strategic Alliances
Technology Partnerships
Cybersecurity
Code Security
OEM
Resell GTM motions
Deal Negotiation
Legal Document Interpretation
Co-marketing
Co-sell
Resale
OEM business models
Technical Engagement
Human and agentic code development ecosystem
Cross-functional Team Leadership
Product Management
Engineering
Communication
Presentation
Negotiation
Relationship-building
Influencing Stakeholders
Fast-paced environment execution
Rapidly evolving technological landscape navigation
Ambiguous technological landscape navigation

Location

Austin
Bochum
Dubai
Geneva
London
Singapore
Tokyo
Washington D.C.

Work Type

In-office
Hybrid

Experience Level

Principal
10+ years

Education Level

MBA or advanced technical degree (e.g., MSCS, MSEE) preferred

About the Company

Sonar is driving the future of agent-centric software development as the leader in AI code review and verification.
We solve the critical problem of ensuring AI-generated software is reliable, secure, and maintainable.
We integrate seamlessly with AI coding tools like Claude Code, Codex, Cursor, GitHub Copilot, Gemini, and Devin.
Over 75% of the Fortune 100 use Sonar to build trusted, reliable, compliant software.
Customers using 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.
Our products include SonarQube (world’s leading AI code review and verification platform), SonarQube Foundation Agent (topping leaderboards for agentic software repair), and SonarSweep & Sonar Context Augmentation (providing enterprise-grade context and constraints for agents).
Our team operates across global hubs.
Our mindset is 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.

Equal Opportunity

We value diversity, equity, and inclusion.
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.