Director, APJ Channels and Alliances

About the Position

Director, APJ Channels and Alliances

Singapore

GoToMarket – GSI & Channel /

Full-time /

On-site

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About the Company

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 leading platforms, 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.

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.

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Responsibilities

• Lead the APJ regional partner sales organization, managing a team of Channel Account Managers covering ANZ, Southeast Asia, North Asia, and India.
• Own the full APJ partner-sourced revenue target, driving channel-initiated and channel-assisted pipeline creation through regional VARs, SIs, and distributors.
• Conduct weekly pipeline reviews with Channel Account Managers, inspecting deal movement, partner engagement, and CI creation activity by territory.
• Coordinate with regional AE leaders to identify where partners should be embedded in active opportunities.
• Manage deal registration workflow daily, ensuring proper SF attribution and tracking cycle time from submission to outcome.
• Coach and develop Channel Managers on shifting from deal management to proactive CI-generating activities.
• Travel to partners and be in-market regularly across APJ.

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Requirements

• 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.
• 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.
• Strong working relationship skills with direct sales leadership.

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We Offer

• Opportunity to work at the forefront of AI software revolution.
• Collaborative in-office culture with three anchor days: Mondays, Tuesdays, and Thursdays.
• Relocation support for the right candidate.

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About the Company

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.

If you need any accommodation, please reach out to us at [email protected].

All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date.

Applications that are submitted through agencies or third party recruiters will not be considered.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.