Sonatype

• Provide delivery leadership within the India Solutions Delivery Engineering team, supporting engagement quality, consistency, and best practices. • Act as a point of escalation for complex or high-impact engagements, helping guide resolution while remaining within defined service scope. • Support and mentor other Solutions Delivery Engineers in the region through delivery reviews, knowledge sharing, and peer guidance. • Contribute to the improvement of service templates, delivery standards, and internal documentation to strengthen consistency and scalability. • Share delivery insights and recurring patterns with cross-functional partners to inform continuous improvement efforts. • Serve as a communication filter for regional delivery topics, consolidating updates, risks, and escalations for review with the Solutions Delivery Engineering manager. • Occasional travel may be required for specific customer engagements or internal activities. • Deliver Sonatype service offerings in alignment with defined scope, success criteria, and delivery standards, including implementation, configuration, and structured customer guidance. • Support product-focused migration activities by executing data and configuration tasks, validating completion, and ensuring alignment with target state requirements. • Provide product-specific guidance, identify issues or risks, present available options, and perform troubleshooting within the engagement scope. • Manage engagement timelines, expectations, communication, and documentation, and facilitate working sessions, reviews, and customer discussions. • Collaborate with Customer Success, Sales, Support, and Product Management, and share field insights that inform product and service improvements. • Maintain accurate plans, validation records, and engagement materials, provide complete handoffs to internal teams, and record activities for traceability and continuous improvement.

• Establish immediate credibility with enterprise CTOs, Chief Architects, and DevSecOps leaders, positioning Sonatype seamlessly within their complex cloud blueprints. • Drive technical win strategies for high-value accounts requiring deep infrastructure, Cloud AI integration, and GitOps expertise. • Standardize and elevate how Sonatype products are deployed, demonstrated, and scaled across modern AWS and containerized environments. • Seamlessly step into high-level technical relationships, ensuring no drop in the specialized expertise our strategic accounts expect. • Lead technical discovery, design complex architectural blueprints, and deliver deeply technical demonstrations tailored to enterprise cloud environments. • Guide prospects on embedding Sonatype solutions into modern CI/CD pipelines, container registries, and cloud infrastructure using Terraform and Helm. • Advise enterprises on how to safely harness and secure Cloud AI and LLM data intelligence within their software supply chains without introducing net-new risk. • Translate complex infrastructure capabilities (AWS multi-account strategies, Kubernetes scaling, network topologies) into clear business outcomes and risk-mitigation strategies. • Act as a critical bridge to Product and Engineering to influence the roadmap based on enterprise cloud trends, while mentoring the broader SE team on infrastructure deep-dives.

• Own the strategy, design, and execution for building and expanding our enterprise go to market. • Work closely with the CMO, CRO, and VP of Growth to drive company revenue impact. • Design, launch, and optimize Sonatype’s foundational enterprise ABM playbook within your first 90 days. • Create a seamless feedback loop between Enterprise Sales, Demand Gen, and Product Marketing. • Define the performance metrics and business cases required to transition from a solo builder to a scaled ABM department over time. • Measure, analyze, and optimize campaign performance, tying ABM efforts directly to pipeline velocity, ACV expansion, and closed-won revenue metrics.

• Serve as a strategic partner, trusted advisor, and operational force multiplier for Sonatype’s Go-To-Market (GTM) executive leadership. • Align strategic priorities, drive cross-functional execution across Marketing, Product, and Sales. • Manage GTM operational cadence, ensuring leadership's vision translates into measurable business growth. • Establish, manage, and continuously optimize the operating cadence across the Marketing, Sales, and Product organizations. • Drive completion of key cross-functional strategic initiatives.

• Net-New Logo Acquisition: Consistently secure net-new agency logos and programmatic footprints across the Federal landscape to expand Sonatype's market share. • New ARR Generation: Achieve and exceed aggressive quarterly and annual Net-New ARR quotas driven predominantly by first-time buyer contracts. • Pipeline Velocity: Build and maintain a self-sourced, 4x qualified pipeline through relentless cold outreach, agency mapping, and strategic prospecting. • Market Penetration: Successfully position Sonatype's DevSecOps and SBOM cutting-edge compliance solutions as the new mandatory standard within previously unpenetrated government accounts.

• Accelerating Sonatype’s indirect revenue growth across EMEA by developing strategic reseller relationships. • Generating qualified partner sourced pipelines while enabling efficient commercial execution through Sonatype’s broader transactional partner ecosystem. • Owning a portfolio of high-potential regional partners helping them become trusted advisors. • Partnering closely with Sonatype’s primary fulfillment and procurement partners to ensure enterprise opportunities progress efficiently. • Driving joint account planning, partner enablement, pipeline generation and commercial execution across their territory. • Success is measured through partner-sourced pipeline, influenced revenue, partner engagement, joint business planning and predictable channel contribution to regional bookings.

• Lead all aspects of strategy, development, execution, and optimization for full-funnel global campaigns - connecting with new users, paid accounts and users, and paid ingests. • Planning, coordination and execution of strategies and tactics, coordinated across sales, customer success and marketing to activate campaigns and achieve business outcomes. • Develop detailed creative brief for each campaign and program initiative that includes design direction, copywriting, targets, segmentation, content, goals, etc. • Support the development of campaign outreach strategies by audience and segment to identify appropriate communication vehicles and channel mix to support coordinated campaign objectives and performance targets. • Coordinate with cross-functional teams to develop impactful strategies/campaigns.

• Responsible for accelerating Sonatype’s indirect revenue growth across EMEA by developing strategic reseller relationships • Own a portfolio of high-potential regional partners, helping them become trusted advisors • Partner closely with Sonatype’s primary fulfillment and procurement partners ensuring enterprise opportunities progress efficiently through procurement, licensing, and commercial negotiations • Drive joint account planning, partner enablement, pipeline generation, and commercial execution across their territory

• Develop a deep understanding of Sonatype’s multi-product developer platform, personas, and core *jobs to be done*. • Work closely with PMs and engineers to co-create user flows and experience direction — UX leads the thinking, but the outputs are created and iterated on together, not in isolation. • Map complex IA, developer workflows, permissions models, and multi-product interactions into clear, intuitive experience patterns. • Create user and product flows in Miro that reflect real constraints, technical realities, and team input. • Shape conceptual designs and UX architectures for new features and continuous, iterative improvements — not large-scale redesigns. • Build coded UX prototypes using Claude Code, VS Code, GitHub workflows, and front-end fundamentals (HTML/CSS/JS/React). These prototypes behave like real product experiences. • Ensure your prototypes are structured enough that AI tools can generate engineering specs, scope definitions, and implementation requirements directly from your code diffs. • Conduct lightweight, practical research (interviews, surveys, UAT, quick validation) when needed — and know when to proceed without research to keep momentum. • Collaborate early and often to align constraints, scope, design direction, and technical feasibility.

Role Description - Debug and troubleshoot incidents with Sonatype products and solutions - Reproduce defects and file actionable issues for product engineering - Replicate customer deployment environments for testing (docker, AWS, Azure, Kubernetes, and more) - Represent Technical Support and customer interests in Engineering and Product Management discussions - Assist product management in developing and prioritizing enhancement lists - Summarize, communicate, and escalate customer experiences to management - Contribute to and maintain our Knowledge Base - Contribute to our diagnostic tools and utilities, and create new ones - Respond to customer inquiries via support cases, email, chat, and phone Qualifications - 3+ years experience supporting complex enterprise software solutions - Ability to read and understand Java code is necessary - Experience using Rest APIs - Experience with testing and/or development of production quality Java based web applications - Solid experience with Linux command line tools - Experience with SQL databases (PostgreSQL is a plus) - Experience with networking (Sockets, HTTP, proxies/firewalls, TLS/SSL) - Experience with scripting languages (Python, Bash, Typescript, etc.) - Experience with a major cloud platform like AWS, Azure or GCP - Experience with 1 or more application servers (e.g. Jetty, Apache, NGINX, etc.) - Experience with container technology like Docker, Kubernetes or similar - Exceptional communication skills - Solid English proficiency - Very good problem solver - Solid experience interacting with internal/external clients on technical challenges Ideal to bring - SCM and CI/CD and associated tools (Jenkins, Bamboo, Github, Gitlab etc.) - Debugging certificate-based mutual TLS and SSL authentication - Experience analyzing network traces using tools such as Wireshark or tcpdump - Component management build tools (Maven, npm, NuGet etc.) - Experience with Sonatype, jFrog, Snyk and similar products - Deployment/Configuration of Cloud platforms such AWS, Azure and GCP - OAuth and/or SAML integration experience What we're proud of - 2025 AI Compliance Solution of the Year - AI Breakthrough Awards - 2025 Best DevSecOps Solution by DevOps Dozen - Visionary in the 2025 Gartner® Magic Quadrant™ for Application Security Testing - 2025 DEVIES Award to our SBOM Manager new product for its innovation and impact in developer technology - 2024 Industry Leader in Forrester-Wave for Software Composition Analysis (2024 Q4 report) - 2023 Fast Company Best Places for Innovators - 2023 Gartner's Magic Quadrant - 2023 Software Report's Top 100 Software Companies - 2023 BuiltIn Best Places to Work - 2022 Frost & Sullivan Technology Innovation Leader Award - 2022 PeerSpot Silver Peer Award in Software Composition Analysis - 2022 Tech Ascension Best DevOps Security Solution Award - 2022 NVCT Cyber Company of the Year - Company Wellness Week - We shut down company operations for a week to enable all employees to pursue personal growth and enjoy a much-needed and deserved rest. - Paid Volunteer Time Off (VTO)