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Channel Manager

Varonis

Role overview

Qualifications

  • Minimum of 4 years of experience managing channel partners in a tech environment.
  • Experience facilitating onboarding and enablement activities for channel partners.
  • Knowledge of channel software ecosystems.
  • Familiarity with CRM/PRM and forecasting systems.

Responsibilities

  • Build and cultivate strategic partnerships for the assigned territory.
  • Develop a solid working knowledge of Varonis’ products and understand the value they provide to potential customers.
  • Develop deep consultative relationships and act as a primary point of contact for assigned territory partners to ensure partner satisfaction.
  • Work with partners and resellers to identify and close new business.

About the company

Varonis logo

Varonis

Cybersecurity

Varonis is a pioneer in data security and analytics, fighting a different battle than conventional cybersecurity companies. Varonis focuses on protecting enterprise data: sensitive files and emails; confidential customer, patient, and employee data; financial records; strategic and product plans; and other intellectual property. The Varonis Data Security Platform detects cyber threats from both internal and external actors by analyzing data, account activity, and user behavior; prevents and limits disaster by locking down sensitive and stale data; and efficiently sustains a secure state with automation. Varonis products address additional important use cases including data protection, data governance, Zero Trust, compliance, data privacy, classification, and threat detection and response. Varonis started operations in 2005 and has customers spanning leading firms in the financial services, public, healthcare, industrial, insurance, energy and utilities, technology, consumer and retail, media and entertainment, and education sectors.

Company details

Company typeXLarge
IndustryCybersecurity
Company size1001 - 5000

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Job description

Description

Job Title: Channel Manager
FLSA Status: Exempt
Department: Sales
 
 
Summary:
The Channel Manager is responsible for driving and delivering sales leads and converting them into new business. 
  
The Varonis Channel Manager works as the primary resource for developing partners and growing relationships and is responsible for educating our partners and their sales team on what Varonis has to offer and how to position our products to the partners’ clients. 
  
Responsibilities:
 
  • Build and cultivate strategic partnerships for the assigned territory
  • Develop a solid working knowledge of Varonis’ products and understand the value they provide to 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
  • Log all activities to maintain the accuracy of CRM system
  
Requirements:
 
  • Minimum of 4 years of experience managing channel partners in a tech environment
  • 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 Hyperscale's
 
 
We invite you to check out our Instagram Page to gain further insight into the Varonis culture!
@VaronisLife
 
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 
 
#LIRemote

 

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MR

Marcus Rivera

Chief Revenue Officer

m.rivera@company.com
linkedin.com/in/marcusrivera
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