Partner Manager - Middle East

Sonar; Dubai; On-site; AED 240,000 - 420,000; Full time

Job summary

Sonar is a leader in AI code verification and governance, seeking a dynamic Channel and Partner Manager to accelerate partner growth across the EMEA region. You will develop territory plans, build strong partner relationships, and collaborate with sales, marketing, and engineering to achieve new bookings and logos.

The role requires 7+ years in channel management for technology software, with a proactive, communicative, and collaborative mindset.

Qualifications

• 7+ years of proven experience in channel and partner management in technology software B2B.
• Proven track record in building and expanding high-performance partners in the EMEA region.
• Self-starter with a can-do attitude and willingness to roll up sleeves.
• Strong communication and listening skills, able to influence at all levels.
• Be a bar raiser in company values and culture; curious and eager to learn.

Responsibilities

• Identify and evaluate potential partners with compatible business models and tech stacks.
• Develop regional partner territory plans and execute business plans to drive bookings and logos.
• Build and maintain productive relationships with key personnel in partner accounts.
• Coordinate with cross-functional teams to enable partners and minimize channel conflict.
• Lead partner QBRs to drive profitable sales and strategic objectives in assigned accounts.
• Define joint business objectives and milestones with partners and Sonar.

Skills

Channel management

SaaS experience

EMEA region experience

Communication skills

Team collaboration

Job description

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.

We Value Diversity, Equity, and Inclusion:

At Sonar, we believe that our diversity is our strength. 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.

All offers of employment at Sonar are contingent upon the precise results of a comprehensive background check and reference verification conducted before the start date.

Applications that are submitted through agencies or third party recruiters will not be considered.

In-office culture

We're intentional about this. We believe the best teams are built in the room together. Three anchor days — Mondays, Tuesdays, and Thursdays — create the collaboration rhythm that makes a hub office worth having.

Candidates need to be genuinely based in the location the role is posted — if that's not where you are today, we're happy to support relocation for the right person.

If you need any accommodation, please reach out to us at [email protected].

All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date.

Applications that are submitted through agencies or third party recruiters will not be considered.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.