Global Cloud Alliances Leader

Who is Sonar? Sonar helps prevent code quality and code security issues from reaching production, amplifies developers' productivity in concert with AI assistants, and improves the developer experience with streamlined workflows. Sonar analyzes all code, regardless of who writes it — your internal team, genAI, or third parties — resulting in more secure, reliable, and maintainable applications. Rooted in the open source community, Sonar’s solutions support over 30 programming languages, frameworks, and infrastructure technologies. Today, Sonar is used by +7M developers and 400K organizations worldwide, including the DoD, Microsoft, NASA, MasterCard, Siemens, and T-Mobile. We believe in developing great products that are supported by great internal teams and a strong culture. We are highly committed to and obsessed with the company, users, each other, and our open source community. We have high standards and hold each other accountable for acting with positivity, dedication, thoughtfulness, empathy, and passion daily. We are deliberate with our decisions with high clarity of intention. At the same time, we feel extreme urgency and move forward quickly. And lastly, we are highly effective and operationally efficient. We operate collectively as One Team to accomplish our goals. At Sonar, CODE is more than just an acronym – it's a mindset that defines daily operations. Why You Should Apply: At Sonar, we’re a group of brilliant, motivated, and driven professionals working hard to help supercharge developers to build better, faster. Sonar helps to continuously improve code quality and code security while reducing developer toil. This means that developers can focus on doing more of what they love and less of what they don’t. Our solutions don’t just solve symptoms of problems – we help fix issues at the source – for all code, whether it's developer-written, AI-generated, or from third parties. We have a dynamic culture with employees worldwide and hub offices in the USA, Switzerland, the UK, Singapore, and Germany. Team members should be able to come to work every day, work on a product they are proud of, love what they do, and feel energized by their peers. With our roots deep in the open source community, we’re all about the mission: supercharge developers to build better, faster. The Impact You Will Have: We are seeking a highly experienced and strategic Global Alliance Leader to manage and significantly expand our partnership with Strategic Cloud Providers. This critical role will be responsible for defining the joint go-to-market strategy, driving co-sell revenue, and managing all aspects of the alliance, including sales enablement, technical integrations, and executive alignment. The successful candidate will possess a deep understanding of the AWS, Azure and Google Cloud ecosystems, a proven track record of growing a multi-million dollar alliance, and exceptional cross-functional leadership skills. Strategic Leadership and Partnership Management • Develop and execute a comprehensive, global strategic plan for the AWS, Azure and Google alliances, focusing on revenue growth, product integration, and market expansion. • Establish and maintain strong executive relationships within AWS, Azure and Google ensuring alignment on business objectives and joint roadmaps. • Lead quarterly business reviews (QBRs) and executive steering committee meetings with AWS, Azure and Google leadership. • Identify and prioritize strategic white space opportunities for joint solutions and offerings. Go-to-Market (GTM) and Revenue Generation • Drive aggressive co-sell revenue targets by working closely with our global sales teams, Partner Development Managers (PDMs), and field sales teams. • Develop and implement joint GTM programs, including field sales training, solution launches, and marketing campaigns. • Oversee the effective utilization of partner programs, including AWS Marketplace, Azure Marketplace and Google Marketplace ensuring maximum return on investment. Cross-Functional Collaboration • Collaborate with Product Management and Engineering to define and execute joint product roadmaps and technical integrations (e.g., specific AWS, Azure and Google services). • Partner with Sales Enablement to create and deliver world-class training materials for internal sales teams and AWS, Azure and Google counterparts. • Work with Marketing to develop compelling joint messaging, case studies, and demand generation programs. • Manage communication and reporting of the alliance's performance to internal stakeholders, including the Executive Leadership Team. • 10+ years of experience in business development, alliances, or partner management in the enterprise software or cloud industry. • 5+ years of direct experience managing a global, strategic alliance with AWS. • Proven track record of driving significant, measurable co-sell revenue growth (multi-million dollar/year) through the cloud provider ecosystem. • Deep expertise in the cloud…