Business Developer (AI & Technology Partnerships)

Join Sonar, a leading company in code quality and security solutions, as the Principal of Distribution Tech Partnerships. In this strategic role, you will build impactful relationships with technology partners, establish integration and go-to-market partnerships, and drive the execution of Sonar's partnership strategy. You will work closely with internal teams and lead the end-to-end partnership lifecycle. This position offers a competitive salary, comprehensive benefits, and the opportunity to work in a fast-paced, innovative environment.

• Spearhead Sonar's efforts in building deep, impactful relationships and forging partnerships with technology partners positioned to resell or OEM Sonar’s products.
• Drive the execution of Sonar’s partnership strategy specifically with identified distribution technology partners, aligning closely with overall company growth objectives.
• Lead the end-to-end partnership lifecycle with selected technology resell or OEM partners, including defining engagement models, drafting term sheets, negotiating complex distribution agreements, and driving integration and GTM deals to closure.
• Exceptional communication, presentation, negotiation, and relationship-building skills, with experience influencing stakeholders at various levels, including senior executives
• 10+ years of experience in business development, strategic alliances, technology partnerships, or related fields, preferably within the cybersecurity or code security markets
• 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
• Ability to thrive, lead initiatives, and execute in a fast-paced, rapidly evolving, and often ambiguous technological landscape
• Proven experience leading (or significantly contributing to) cross-functional teams, including those with Product Management and Engineering, to orchestrate and implement complex partnerships
• Proven track record of successfully defining, negotiating, closing, and managing high-impact, technology-centric partnerships, particularly those with OEM and/or resell GTM motions
• MBA or advanced technical degree (e.g., MSCS, MSEE) preferred