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, 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.

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.

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.

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