Partner Program Manager

Role Overview

As our Partner Program Manager, you will be the architect and operator of the ecosystem that scales our reach. We need someone who understands the partner journey and can build a value-based program that rewards technical excellence, brand awareness, community contribution, and services depth as much as it rewards revenue.

You will design the incentives, manage the infrastructure (PRM), and ensure our partners ranging from boutique DevSecOps VAR’s to Global SIs and Distribution have a frictionless experience.

Key Responsibilities

• Program Design & Evolution: Architect and maintain our tiered partner program, transitioning from traditional volume-based metrics to a value-added system (rewarding certifications, lead-gen, and technical mastery).
• Partner Enablement: Collaborate with the Enablement team and Engineering/Services teams to create technical and sales onboarding paths, service creation, and certification tracks.
• Incentive Management: Design and manage referral fees, co-marketing funds (MDF), and performance-based rebates that align with our strategic goals.
• Tooling & Operations: Own the Partner Relationship Management (PRM) platform. Automate the "value" tracking, deal registration, and tier advancement processes to ensure a "self-service" feel for partners.
• Ecosystem Marketing: Partner with Product Marketing to create "Partner-in-a-Box" kits, ensuring partners can articulate our technical value proposition to their clients.
• Performance Analytics: Define and track KPIs such as Partner-Sourced Revenue, Partner-Influenced ACV, and the "technical health" of our partner base.
• Gamification: Create Own and Manage sales and technical incentives to drive focused technology and GTM offerings.

Qualifications

• Experience: 5+ years in Channel/Partner Program Management within the SaaS vendor. Experience with Developer Tools space (e.g., Cloud, DevOps, Security, or Data) and advantage.
• Internal Communication: While technical expertise isn't a requirement, you will need to comfortably navigate Sonar's internal ecosystem and collaborate with key stakeholders to guarantee company-wide participation in the program.
• Operational Mindset: Experience building or managing a value-based loyalty/incentive system is a massive plus.
• Systems Fluency: Proficiency with Salesforce and PRM tools (e.g., Impartner, Channel Mechanics Allbound, etc).
• External Communication: A key resource and thought leader for the Sonar program, confidently presenting and articulating the Partner Program to essential partners, and offering necessary support.