Channel Manager
Job Summary
Job Description
The Channel Manager is responsible for driving sales leads and converting them into new business. They work 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 partners’ clients. Responsibilities include building and cultivating strategic partnerships, developing product knowledge, and acting as a primary point of contact for partners to ensure satisfaction. The role also involves articulating Varonis's value proposition, maintaining understanding of partners' businesses, working with partners to close new business, connecting Varonis sales representatives to partners, prospecting, and meeting partners onsite at least 3 days per week.
Must have:
- Minimum 4 years channel partner management experience in tech
- Experience in onboarding and enablement activities for partners
- Knowledge of channel software ecosystems
- Excellent communication and presentation skills
Good to have:
- Familiarity with CRM/PRM and forecasting systems
- Experience working with Hyperscale's
6 skills required
Job Details
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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