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Lead Sonar's strategy and executive engagement with Global Systems Integrators in India. Drive integrations into SDLC/CI/CD, co-innovation, joint GTM initiatives, partner enablement, and pipeline growth while tracking partner performance and reporting to leadership.
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.
Position Overview
The Director, Global Systems Integrators (GSI) is a GTM leader responsible for driving strategic partnerships and business growth with top-tier GSIs. This role will lead our strategy, develop executive-level relationships, and ensure successful SDLC platform integrations & joint go-to-market initiatives that maximize revenue, partner engagement, and customer success. This role will be based in India. The ideal candidate will have a proven track record of working with tier one GSIs, integrating software into SDLC & CI/CD frameworks that benefit application/data modernization and software/platform development. Additionally, experience building successful joint go-to-market initiatives that maximize revenue, partner engagement and customer success is required.
Key Responsibilities
- Create and execute a GSI engagement strategy aligned with Sonar’s global objectives. Win new Alliance Agreements and develop existing ones to drive innovation, revenue and customer success
- Structure transformative alliance deals, drive joint value through technology integrations, co-innovation, and ecosystem partnerships
- Lead partner sales motions, solution POCs and limited Pilots that use Sonar’s suite of tools. Drive joint pre-sales trainings, marketing initiatives, industry and GSI specific events to accelerate ecosystem visibility and pipeline development
- Collaborate with sales, product, and marketing teams to ensure alignment on GSI initiatives and pipeline development.
- Facilitate sales team interlocks for joint opportunity pursuits
- Leverage existing connections and build new ones with C-suite, Managing Directors & Practice Leadership within the GSIs headquartered in India. Represent Sonar at in region advisory boards, partner councils and executive forums
- Enable GSIs through certifications, training and solution value sales readiness programs
- Foster innovation in AI, cloud and industry specific applications development
- Spearhead global initiatives to supercharge software engineering organizations with autonomous AI agents, actionable code intelligence towards software modernization with high quality and security at speed. By driving value, accelerate growth and market expansion, leading to significant ROI of GSIs and joint-customers.
- Track partner objectives and milestones, pipeline growth. Report progress to leadership. Adjust engagement models as market dynamics dictate
Partner Strategies
Go-to-Market Leadership
Executive Engagement
Ecosystem Development
Performance Management
Key Requirements
- 10+ years of experience in partner management, business development or channel leadership within the DevOps, Security, Agentic AI, or digital transformation areas with a primary focus on GSIs
- Deep understanding of the GSI ecosystem, business models and joint solution development
- Proven experience leading and developing global GSI partnerships with a strong track record of success
- Exceptional mulit-discipline leadership skills with the ability to influence and align internal and external stakeholders
- A demonstrated history of driving substantial revenue through partner channels and effectively closing intricate deals.
- Existing executive and practice/delivery leadership relationships with the India headquartered GSIs is required
- Location: India
- Education: Bachelor's Degree Required
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.
All offers of employment at Sonar are contingent upon the precise results of a comprehensive background check and reference verification conducted before the start date.
We do not currently support visa candidates in the US.
Applications that are submitted through agencies or third party recruiters will not be considered.
Top Skills
Sonar,Sdlc,Ci/Cd,Devops,Security,Agentic Ai,Autonomous Ai Agents,Cloud
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