Principal, Product and Technology Partnerships

What You Will Do Daily:

• Ecosystem Strategy & Vision: Develop and champion a clear vision for Sonar's integration strategy. You will analyze the landscape of software development tools—including SCM, AI-assisted development, artifact management, application security, and cloud platforms—to identify and prioritize the most impactful integration opportunities for our customers.
• Partnership Management: Serve as the primary "product manager" and relationship owner for our technology partners. You will articulate the vision for joint customer value, lead technical and business discussions, and ensure alignment between Sonar and its partners from initial concept to launch.
• Opportunity Development: Be a self-starter who can proactively identify and engage potential integration partners. You will find a way into key organizations, build relationships with the right stakeholders, and create compelling business cases to unlock the value of new partnerships.
• Cross-Functional Execution: You apply a product management mindset working with a team of engineers dedicated to product integrations as well as other internal product development teams to drive the end-to-end delivery of "whole product" integrations. You will work closely with internal product development teams to specify technical requirements and guide implementation. You will also coordinate with marketing, sales, and support to create documentation, enablement materials, and support resources that ensure a successful launch and adoption.
• Commercial & Legal Navigation: Collaborate with Sonar's legal team to navigate intellectual property considerations, data rights, and complex licensing structures, ensuring our partnerships are built on a solid and sustainable foundation.
• Internal Influence: Act as the leading advocate for our technology partnerships within Sonar. You will influence and coordinate with internal stakeholders across a matrixed organization, aligning teams around the integration roadmap and securing the resources needed to deliver on competing priorities.

The Experience You Will Need:

• A deep, practical understanding of the modern software development lifecycle (SDLC) and the DevSecOps toolchain. You should be fluent in the key vendors, products, and concepts in areas like source code management (e.g., GitHub, GitLab), CI/CD, AI-assisted software development (e.g. Cursor, Claude Code, GitHub Copilot), software supply chain security, software artifact management (e.g., JFrog), application security testing (SAST, DAST, SCA), containerization (e.g., Docker, Kubernetes), and cloud development (AWS, Azure, GCP).
• 5+ years of experience in a role such as product management, technical product marketing, solutions engineering, or strategic alliances within an enterprise software company.
• Demonstrated ability to define a product vision, specify detailed software requirements, and communicate the benefits of a technical product effectively to both engineering teams and the broader market.
• Proven track record as a self-starter with the ability to drive outbound business development, build relationships from the ground up, and manage complex partner negotiations.
• Exceptional ability to influence and lead cross-functional teams in a matrixed environment, managing competing priorities and driving projects to completion.
• Strong business acumen combined with a solid technical foundation; you are comfortable discussing API designs with engineers and negotiating go-to-market strategy with business leaders.
• Experience interpreting and negotiating software licensing and partnership agreements in collaboration with legal counsel is highly desirable.

Why You Will Love It Here:

• Our culture and mission set us apart. We have a dynamic work culture that values respect and kindness and embraces the right to fail (and get right back up again!). 
• Great people make a great company. We value people skills as much as technical skills and strive to keep things friendly while still being passionate leaders in our domains. 
• We have a flexible work policy that includes 3 days in-office and 2 days work-from-home each week for those located near our office locations; some locations such as Dubai, India, Japan and Australia operate fully remotely.
• We have a growth mindset. We love learning and believe continuous education is critical to our success. In an ever-changing industry, new skills are necessary, and we're happy to help our team acquire them.
• As the leader in our field, our products and services are as strong as our internal team members.
• We embrace transparency with regular meetings, cascading messages and updates on the growth and success of our organization.

Benefits of Working With Sonar:

• Flexible comprehensive employee benefit package that is 90% paid by the company.
• We encourage usage of our robust time-off allocations.
• We offer an exciting 401(k) plan that has a 4% match, fully vested on day one of participation.
• Generous discretionary Company Growth Bonus, paid annually.  
• Fully paid parking in the heart of downtown Austin, Texas.
• Global workforce with employees in 20+ countries representing 35+ unique nationalities.
• We have an annual kick-off somewhere in the world where we meet to build relationships and goals for the company.