Channel Manager

2 Months ago • 4 Years +

Job Summary

Job Description

The Channel Manager is responsible for driving and delivering sales leads and converting them into new business. They act as the primary resource for developing partners and growing relationships, educating partners and their sales teams on Varonis products and how to position them to clients. Responsibilities include building and cultivating strategic partnerships, developing a solid understanding of Varonis products, maintaining consultative relationships with partners, articulating the company's value proposition, understanding partners' business initiatives, identifying and closing new business with partners, connecting Varonis Sales Representatives to target partners, prospecting via lead generation and cold calling, supporting National Channel Managers, meeting onsite with designated partners at least 3 days a week, providing daily reports, and logging all activities in the CRM system.

Must have:

Minimum of 4 years managing channel partners in tech
Experience facilitating partner onboarding and enablement
Knowledge of channel software ecosystems
Familiarity with CRM/PRM and forecasting systems
Excellent communication and presentation skills
Experience working with Hyperscale's
Build and cultivate strategic partnerships
Develop deep consultative relationships
Consistently articulate Varonis’ value proposition
Work with partners and resellers to identify and close new business
Prospect using lead generation lists; cold calling as needed
Meet onsite with designated partners at least 3 days per week
Log all activities to maintain CRM accuracy

Good to have:

Develop a solid working knowledge of Varonis’ products
Maintain a detailed understanding of partners’ business
Connect Varonis Sales Representatives to target partners
Support the National Channel Managers in managing top partners

6 skills required

6 skills required for this role

Add these skills to join the top 1% applicants for this job

cold-calling

communication

lead-generation

forecasting-budgeting

talent-acquisition

game-texts

Job Details

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

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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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