About the role
Who is Sonar? Sonar is driving the future of agent-centric software development. As the leader in AI code review and verification, we solve a critical problem: ensuring that software generated by AI-assisted developers or autonomous agents is reliable, secure, and maintainable. Integrating seamlessly with Claude Code, Codex, Cursor, GitHub Copilot, Gemini, and Devin, 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. We believe code verification is the critical missing link in the Agent-Centric Development Cycle (AC/DC). Industry giants like Nvidia, ServiceNow, Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company count on us to provide independent, explainable, consistent review and governance of their AI-generated code via products like: SonarQube: The world’s leading AI code review and verification platform. SonarQube Foundation Agent: Currently topping the leaderboards for agentic software repair. SonarSweep & Sonar Context Augmentation: Providing the enterprise-grade context and constraints agents need to be truly effective. 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. Position description: 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. \n What you will do: 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. Opportunity Identification & Analysis: Identify, evaluate, and prioritize strategic partnership opportunities. 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. Cross-Functional Collaboration: Work closely with internal Sonar teams (Product Management, Engineering, Research, Legal, Marketing, Sales, Finance) to align on deal terms and construct plans for integration development, sales team enablement, sales team alignment, and transaction execution. Experience and