Offer summary

Qualifications:

Minimum of 4 years of experience managing federal market channel partners., Strong knowledge of the US Federal market, including Civilian, DOD, and Intelligence Community., Experience facilitating onboarding and enablement activities for channel partners., Excellent communication and presentation skills..

Key responsibilities:

Build and cultivate strategic partnerships within the assigned territory.

Develop deep consultative relationships with partners and act as their primary contact.

Identify and close new business opportunities with partners and resellers.

Meet onsite with designated partners at least 3 days per week and provide regular progress reports.

Job description

Description

Summary:

The Federal Channel Manager is responsible for driving and delivering sales leads and converting them into new business. (Civilian, DOD, IC, FSI)

The Varonis Federal Channel Manager works as the primary resource for developing partners, growing relationships and is responsible for enabling our partners on what Varonis has to offer and how to position our products within the Federal government.

Responsibilities:

Build and cultivate strategic partnerships for the assigned territory
Develop a solid working knowledge of Varonis’ products and understand the value they provide for potential customers
Develop deep consultative relationships and act as a primary point of contact for assigned territory partners to ensure partner satisfaction
Consistently articulate Varonis’ value proposition to territory partners to maintain and increase Varonis’ share of each partner’s business
Maintain a detailed understanding of partners’ business (growth initiative, strategic focus, investment areas, profitability factors, etc.)
Work with partners and resellers to identify and close new business
Connect Varonis Sales Representatives to target partners
Prospect using lead generation lists; cold calling as needed
Support the National Channel Managers in managing top partners in the territory
Meet onsite with designated partners at least 3 days per week
Provide detailed daily reports on the progress of weekly and monthly goals
Knowledge of the US Federal market; Civilian, DOD & Intelligence Community
Attend Federal conferences with Varonis sales & engineering teams
Firm understanding around federal contracts, budgets and buying processes

Requirements:

Minimum of 4 years of experience managing channel partners within federal market
Experience facilitating onboarding and enablement activities for channel partners
Knowledge of channel software ecosystems
Familiarity with CRM/PRM and forecasting systems
Excellent communication and presentation skills
Experience working with Hyperscalers

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Varonis is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, national origin, disability, veteran status, and other legally protected characteristics

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