Channel Manager

Description

• Build, cultivate, and develop strategic partnerships for the assigned territory
• Develop a solid working knowledge of Varonis’ products and understand the benefits they will provide to potential customers
• Cultivate strong consultative relationships and act as a primary point of contact for assigned territory partners to ensure partner satisfaction
• Consistently articulate Varonis’ value proposition to assigned territory partners in order to maintain and increase Varonis’ share of each partner’s business
• Maintain a detailed understanding of assigned partners’ business (growth initiative, strategic focus, investment areas, profitability factors, etc.)
• Effectively articulate the requirements, expectations, and benefits of the Varonis Partner Program to assigned channel partners
• Maximize coverage within a defined region and penetrate organizations to utilize Varonis products
• Coordinate sales activities with partners and resellers to identify and close new business
• Work with Varonis Sales Representatives in territory to connect target partners to meetings
• Initiate phone and email contact with potential prospects from developed web and lead generation lists; cold calling as needed
• Work on the leads generated by the Inside Sales Team to set up additional meetings for the Sales Representatives
• Responsible for weekly feedback to partners on the progress of leads and next steps
• Work with the VAR on other contracts, email campaigns, etc.
• Facilitate channel engagement in support of territory sales goals
• Support the Channel Account Executive in managing top partners in the territory
• Meet onsite with designated partners no less than 3 days per week
• Coordinate recruitment of new channel partners as required by territory channel planning process
• Provide detailed daily reports on the progress of weekly and monthly goals
• Log all activities to maintain the accuracy of CRM system

• Bachelor’s Degree preferred
• Minimum of 4 years’ experience of managing channel partners in a technology environment
• Experience facilitating onboarding and enablement activities for channel partners
• Knowledge of software channel ecosystems in the territory
• Familiarity with CRM/PRM and forecasting systems
• Excellent communication and presentation skills
• Ability to thrive in a team selling environment