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.

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.

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.

What You Will Do:

• 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.

Experience and Qualifications:

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