Posted 2 days ago

Partner Manager - Middle East

DubaiOn-site

AI Summary

Partner Manager for the Middle East discovers, evaluates, and develops technology partners (consulting, SI, reseller, distributors) to drive bookings, renewals, and new logos.

About this role

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.

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.

What You Will Do Daily:

Discover, evaluate, and develop potential partners with business models and technology stacks that complement Sonar’s offerings

Potential partners include Global and Regional Consulting Partners, System Integrators, Software Resellers, Technology Alliance and Distributors and where applicable Hyperscalers.

Develop partner territory plan for a regional and execute the business plan to deliver outcomes measures in new bookings $, Renewal $ and % and new logos

Establishes productive, professional, and strong relationships with key personnel in assigned partner accounts and territoriesInitiates the involvement of company personnel, including support, service, sales, marketing, and management resources that would contribute to the success of the partner ecosystem

Engaged in meaningful business and account QBR’s 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

Ensures partners receive and complete the required enablement program Ensures partner and Sonar’s continuous business and technology aligns and complies.

The Experience You Will Need:

7+ years of proven experience in channel and partner management in a technology software B2B, ideally in a SaaS or subscription model, Dev Tools experience would be a plus

Proven track record in building, maintaining, and expanding high-performance partners in the EMEA region

Self-starter, can-do attitude and willingness to roll up sleeves and never afraid to do the impossible

Strong communication and listening skills, able to influence at all levels

Strong ability to work effectively as part of a team. Be a bar raiser in the company values and culture

Curious, willing to unlearn to learn. Confident and a great communicator

Why You Will Love it Here:

Our culture and mission set us apart. We have a dynamic work culture that values respect and kindness and embraces the right to fail (and get right back up again!).

Great people make a great company. We value people skills as much as technical skills and strive to keep things friendly while still being passionate leaders in our domains.

We have a flexible work policy that includes 3 days in-office and 2 days work-from-home each week for those located near our office locations; some locations such as Dubai, India, Japan and Australia operate fully remotely.

We have a growth mindset. We love learning and believe continuous education is critical to our success. In an ever-changing industry, new skills are necessary, and we're happy to help our team acquire them.

As the leader in our field, our products and services are as strong as our internal team members.

We embrace transparency with regular meetings, cascading messages and updates on the growth and success of our organization.