Director of Channel – East

Description

• Team Leadership: Inspire, mentor, and hold the East Channel Sales team accountable for achieving results while fostering a culture of collaboration, accountability, and excellence.
• Sales Enablement & Best Practices: Guide the team in implementing effective sales methodologies, partner enablement techniques, and account management strategies to secure new clients and drive business growth.
• CRM Mastery: Demonstrate strong proficiency in Salesforce (SFDC), ensuring accurate documentation, reporting, and pipeline management.
• Performance Management: Conduct regular reviews of team performance, including prospecting, lead follow-up, account management, and professional development.
• Coaching & Development: Provide ongoing mentorship, create individual development plans, and offer actionable feedback to help team members advance in their roles and careers.
• Partner Relationships: Manage and strengthen strategic relationships with key channel partners, ensuring alignment and mutual success.
• Business Planning & Forecasting: Analyze assigned markets, develop comprehensive business plans, and manage sales forecasts to achieve revenue goals.
• Process Implementation: Establish and maintain processes that ensure clear communication and visibility into team activities, progress, and key escalations.
• Resource Orchestration: Collaborate with cross-functional teams to meet customer and partner expectations, ensuring timely and successful delivery of solutions.
• Consultative Selling: Understand partner and customer business dynamics to position Varonis’ solutions effectively within their strategic priorities.

• Proven success in leading high-performing channel teams to achieve and exceed quotas.
• Strong ability to inspire and mentor channel sales representatives while holding them accountable for results.
• Expertise in CRM systems, particularly Salesforce, with a high level of attention to detail.
• Demonstrated ability to develop and execute strategic business plans and forecasts.
• Deep understanding of partner ecosystems and experience managing key relationships with channel partners.
• Skilled in consultative selling and Challenger sales methodology, with the ability to quickly learn and adapt to partner and customer needs.
• Exceptional organizational, time management, and multitasking abilities.
• Strong presentation and communication skills, with the ability to engage and influence executive-level stakeholders.
• Proficiency in Microsoft Office Suite and other relevant sales tools.
• Willingness to travel and work in a fast-paced, dynamic environment.

• Prior experience in the cybersecurity or technology industry.
• Familiarity with Data Management and Data Security, preferably with Varonis’ solutions and services.