Key Facts

Remote From:

Full time

English

Hard Skills

Solution Selling Sales Engineering Channel Sales Channel Management Cross-Functional Collaboration Channel Management Competitive Analysis Upselling Product Marketing Business Metrics Stakeholder Engagement Executive Relationship Management Presentation Training

Other Skills

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Presentations
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Communication
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Relationship Building
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Coaching

Roles & Responsibilities

Bachelor’s degree in Computer Science, Engineering, Information Technology, or a related field.
Minimum of 5 years of experience in a sales engineering or technical pre-sales role.
Experience in a channel partner facing or customer facing role (preferred).
Proven track record in solution selling and technical pre-sales, with excellent communication and presentation skills.

Requirements:

Understand partner business needs and integrate Varonis solutions into the partner portfolio of products and services, and deliver compelling presentations and demos that communicate value.
Provide technical pre-sales support and coaching to channel partners to enable discovery, qualification, competitive differentiation, and upselling.
Manage all RFP/RFI responses with partners and capture partner needs to inform product teams, while monitoring partner performance and driving adoption.
Collaborate with internal cross-functional teams to develop channel partner strategies and programs, evangelize data governance and related capabilities, and build strong partner relationships from individual contributors to executives.

Varonis

About Varonis

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 type: XLarge

Founded: 2018

Company size: 1001 - 5000

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Job description

Description

Title: Channel Partner Sales Engineer

Summary

The Channel Sales Engineer is responsible for supporting the North American Channel Sales team and partners with field-related activities in both new and existing opportunities, as well as developing Varonis’s Channel Partner platform and product capabilities.

The Channel Sales Engineer will work closely with Channel Account Managers, National Channel Account Managers, and key partners within a region. The primary objective is to convey the value of Varonis products in relation to the partner’s current and future solution offerings and Go-To-Market strategy. Alongside Channel Sales, the aim is to build strong Varonis competency and relationships with strategic partners, while ensuring that Channel metrics and goals are consistently met or exceeded.

Location: This is a remote position, however we are seeking candidates based on the East Coast.

Responsibilities:

Understand partner business needs and offerings and integrate Varonis solutions into the partners’ portfolio of products and service offerings.
Create and deliver compelling presentations and demos that clearly communicate the value of Varonis products.
Provide technical expertise, coaching and support to channel partners, ensuring they can effectively promote and sell Varonis products through discovery & qualification, competitive differentiation, and upselling.
Work proactively to increase adoption of Varonis within a Partner’s ecosystem and develop relationships with Partner technical resources from individual contributors to executive leaders.
Articulate the importance of Data Governance, Data Loss Prevention, Ransomware, Compliance and evangelize Varonis as the leader in these markets to partner resources of all levels.
Manage all technical and product aspects of RFP/RFI responses with partners.
Communicate channel partner client needs to the product teams for future enhancements.
Monitor partner performance and identify areas for improvement or growth opportunities.
Collaborate with internal cross-functional teams to ensure smooth delivery and customer satisfaction.
Contribute to the development of channel partner strategies and programs.

Qualifications:

Bachelor’s degree in Computer Science, Engineering, Information Technology, or a related field.
Minimum of 5 years of experience in a sales engineering or technical pre-sales role.
Experience in a channel partner facing or customer facing role preferred.
Ability to discuss technical concepts to all audiences, ranging from non-technical to executive level technical decision makers.
A proven track record in solution selling and technical pre-sales roles.
Adept at building strong, long-lasting relationships with senior executives within partner and customer organizations.
Excellent communication and presentation skills.
Willing to travel to meet with partners on a regular basis.

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.

We invite you to check out our Instagram to gain further insight into the Varonis culture!

@VaronisLife