Head of Technology Partnerships

SonarSource; San Mateo (CA); On-site; USD 180,000 - 240,000; Full time

Job summary

SonarSource in San Mateo, CA is seeking an experienced Head of Technology Partnerships to lead strategic alliances in the traditional and agentic SDLC. You will forge relationships with top technology companies, drive co-sell programs, and shape joint go-to-market initiatives to accelerate customer adoption.

Collaborate with sales, product, and marketing to align roadmaps, prioritise integrations, and measure partner performance.

Qualifications

• 10+ years in partnership management and/or business development.
• Deep understanding of DevOps, CI/CD, and software development processes.
• Exceptional communication, negotiation, and relationship-building skills.
• Ability to thrive in a fast-paced and evolving environment.
• Experience engaging with technical and business executives.

Responsibilities

• Develop and execute partnership plans with technology companies participating in the traditional and agentic SDLC.
• Build and maintain relationships with both executives and day-to-day stakeholders within partner organizations.
• Establish and activate joint GTM programs, and work with the sales and marketing teams to ensure tight alignment and collaboration on partner-driven customer engagement.
• Conduct and oversee joint strategic planning with partners to align with Sonar's go-to-market and product strategies.
• Work strategically and collaboratively with partners and internal teams to prioritize areas of product collaboration and integrations. Track, analyze, and drive partner performance metrics.
• Develop and provide partner enablement and training programs.
• Represent SonarSource at relevant industry events and partner meetings.
• Keep updated on market trends to inform partnership strategies.

Skills

Partnership management

Business development

Stakeholder relations

Negotiation

Technical communication

DevOps knowledge

Tools

GitHub

GitLab

Atlassian

JFrog

Docker

Job description

Head of Technology Partnerships

Team: Growth and New Ventures

Location: San Mateo, CA

Commitment: Full-time

Workplace Type: onsite

Who is Sonar?

Sonar enables organizations to ship agentic code with confidence. Code creation is abundant, but confidence is scarce. Our core platform, SonarQube, verifies over 750 billion lines of code every day, delivering agentic verification and governance for all code. Trusted by more than 7 million developers and 75% of the Fortune 100, including teams at Nvidia, ServiceNow, Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company, Sonar enables organizations to reduce outages, improve security, and lower the cost and risk of agentic software development.

Founded in Geneva and now headquartered in Austin, Texas, Sonar has a global team working across offices and hubs, including Silicon Valley, London, Bochum, Barcelona, Singapore, Tokyo, and the Washington, D.C. area. At Sonar, we’re enabling enterprises to build agentic software factories that can move quickly while maintaining the control, consistency and evidence required to ship with confidence.

Position description

We are looking for an experienced BD and partnership professional to join Sonar as the Head of Technology Partnerships, SDLC. In this role, you will lead our efforts to forge and cultivate relationships with leading players in the traditional and emerging agentic SDLC, develop and drive marketing and co-sell programs, and grow our product collaboration with these players to help Sonar become a preferred partner in the DevOps ecosystem. With the partnerships you forge and develop, you will improve our ability to grow new customer adoption and deliver tangible improvements to existing customers.

What you will do:

• Develop and execute partnership plans with technology companies participating in the traditional and agentic SDLC.
• Build and maintain relationships with both executives and day-to-day stakeholders within partner organizations.
• Establish and activate joint GTM programs, and work with the sales and marketing teams to ensure tight alignment and collaboration on partner-driven customer engagement.
• Conduct and oversee joint strategic planning with partners to align with Sonar's go-to-market and product strategies.
• Work strategically and collaboratively with partners and internal teams to prioritize areas of product collaboration and integrations. Track, analyze, and drive partner performance metrics.
• Develop and provide partner enablement and training programs.
• Represent SonarSource at relevant industry events and partner meetings.
• Keep updated on market trends to inform partnership strategies.

Experience and qualifications

• Proven track record building impactful, mutually beneficial partnerships with technology companies such as GitHub, GitLab, Atlassian, JFrog, and Docker, E2B, Daytona, Harness, and Blacksmith
• 10+ years experience in partnership management and/or business development.
• Deep understanding of the DevOps, CI/CD, and the software development process, as well as of the challenger dynamics imposed by new AI-based players on traditional SDLC systems.
• Exceptional communication, negotiation, and relationship-building skills; ability to engage at both a technical and business level.
• Ability to thrive in a fast-paced and evolving environment.

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.

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.

If you need any accommodation, please reach out to us at [e-mail].

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.