• 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

• Deliver exceptional service to clients, including prompt responses to inquiries, analysis of plan performance, regular review sessions, and implementation of innovative strategies as appropriate. • Facilitate the renewal process for various coverage types, ensuring all associated reporting is completed and delivered to relevant parties at least 90+ days prior to client renewal. • Act as the central gatekeeper for all information pertaining to client renewals or mid-year changes, distributing collected information to relevant departments (e.g., Accounting, Admin staff, Stop Loss, Customer Service) and addressing any additional information needs. • Lead virtual and in-person meetings with clients and/or brokers to provide Open Enrollment support and collaborative renewal discussions.

• Find prospects to engage with to understand their business needs and provide tailored product recommendations and drive revenue • Conduct research on customer contracts and history using platforms like Sales Navigator and ZoomInfo to uncover upselling and cross-selling opportunities • Deliver product demonstrations and create customer-specific use cases to highlight the value of the solutions • Manage your pipeline effectively, providing accurate updates to management on progress and forecasts • Collaborate with internal teams to resolve customer issues and expand product adoption across solutions • Cultivate and nurture long-term customer relationships, understanding business objectives, advising customers

• Du analysierst Geschäftsmodelle, Ziele und Wachstumshebel unserer E-Commerce-Kunden ganzheitlich und leitest daraus klare strategische Empfehlungen ab. • Du entwickelst kanalübergreifende Marketing-Strategien und priorisierst Maßnahmen entlang von Umsatz, Profitabilität und Skalierbarkeit. • Du bewertest die Performance und das Zusammenspiel aller relevanten Marketing-Channels und gibst fundierte Empfehlungen zur Budgetallokation. • Du führst regelmäßiges strategisches Sparring mit Entscheidern auf Kundenseite und moderierst klare, wirksame Entscheidungsprozesse. • Du leitest Workshops und präsentierst Strategien verständlich und überzeugend.