Sonar
Business Developer, AI & Technology Partnerships
Austin, Texas · Contract
Sponsorship not specifiedDetected 64 days ago
Code ReviewGitSalesBusiness DevelopmentNegotiationSAPCiscoResearchCommunicationCollaboration
About the role
- 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.
- We believe code verification is the critical missing link in the Agent-Centric Development Cycle (AC/DC).
Responsibilities
- Strategy Development & Execution: Drive the execution of Sonar's partnership strategy specifically with the identified distribution technology partners, aligning closely with overall company growth objectives.
- Conduct market analyses of the distribution technology partner landscape, and track their efforts to include home grown or partner-based code quality and security solutions within their first party solutions.
- Relationship Building & Management: Build, nurture, and manage strong, long-term relationships with key technical, product, and business leaders at the target companies.
- Conduct quarterly reviews in conjunction with Sonar's Sales and Channel Partner organizations.
- Deal Negotiation & Execution: Lead the end-to-end partnership lifecycle with selected technology resell or OEM partners.
- Define engagement models, draft term sheets, negotiate complex distribution agreements, align key internal stakeholders, and drive integration and GTM deals to closure.
- Particular experience leading complex deal negotiations, including interpreting legal documents and working collaboratively with legal counsel on terms related to co-marketing, co-sell, resale, and OEM business models.
- Demonstrated ability to engage effectively with partners at a technical level, particularly with a strong foundational knowledge of the human and agentic code development ecosystem.
- Proven experience leading (or significantly contributing to) cross-functional teams, including those with Product Management and Engineering, to orchestrate and implement complex partnerships.
- Exceptional communication, presentation, negotiation, and relationship-building skills, with experience influencing stakeholders at various levels, including senior executives.
Requirements
- 10+ years of experience in business development, strategic alliances, technology partnerships, or related fields, preferably within the cybersecurity or code security markets.
Nice to have
- MBA or advanced technical degree (e.g., MSCS, MSEE) preferred.
Benefits
- We value diversity, equity, and inclusion At Sonar, we believe that our diversity is our strength.
Company info
- We are seeking a highly strategic and experienced Business Development professional to join Sonar as the Principal, Distribution Tech Partnerships.
- Reporting directly to the VP of AI and Tech Partnerships, you will spearhead Sonar's efforts in this critical domain, building deep, impactful relationships and forging partnerships with technology partners who are positioned to resell or OEM Sonar's products.
- Initial target partners include IBM, Cisco, Dell, ServiceNow, Palo Alto Networks, Salesforce.com, SAP, and Oracle.
- Your primary goal will be to establish integration and GTM partnerships that combine Sonar's code quality and code security products with a partner's related products in order to create innovative solutions that can be marketed to developer and/or engineering management teams within the partner's established and targeted customer bases.
- This involves defining partnership structures, negotiating licensing and collaboration agreements, and developing joint go-to-market plans.
- 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.
Equal opportunity
- If you need any accommodation, please reach out to us at hiring@sonarsource.com.
This listing is sourced directly from Sonar's careers page and normalized into a canonical job model.