Channel Manager Details

Channel Manager

Varonis - Boston, MA

Employment Type : Full-Time

Job Description
Job Title:Channel Manager FLSA Status:Exempt Department:Sales

Varonis CM Summary

Grow your sales career in one of the most relevant industries! Varonis Systems is a software leader in an industry that is predicted to grow by 400 billion dollars over the next 10 years! Our products help organizations solve some of the biggest challenges today - the protection and management of data. Essentially as organizations’ data grows the need for Varonis grows. We are a rapidly expanding organization that is looking to hire collaborative individuals that are smart, driven, and have an interest in becoming experts in the cybersecurity space.

As a Channel Manager, you will collaborate with Account Managers and Regional Directors to drive and deliver sales leads through partners in your region. You will have the opportunity to make a significant impact on bringing in new business and driving revenue for the company. You will be the primary resource for developing strategic partners, growing relationships, and educating our partners and their sales team on what Varonis has to offer and how to position our products to the partners’ clients.

This role will provide you with a competitive salary, uncapped commission opportunities, and generous benefits, including our employee stock purchase program! Being a part of the Varonis team is never boring and will always provide you with new professional learning opportunities. You will be provided with exceptional education and training around Varonis products, value proposition, and industry. During training, you will learn how to convey the value of Varonis products to the top positions within the cybersecurity industry.

Responsibilities

• 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.
• 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.
• Coordinate sales and marketing demand generation activities with partners to identify new business pipeline.
• Work with Varonis Sales Representatives in the territory to connect target partners to meetings.
• Responsible for weekly feedback to partners on the progress of leads and next steps.
• Facilitate channel engagement in support of territory sales goals.
• Work alongside the National Partner Managers in the territory.
• Meet onsite with designated partners weekly.
• Coordinate recruitment of new channel partners as required by territory channel planning process.
• Reports on the progress of weekly and monthly goals.
• Maintain accuracy of partner activity/involvement in Salesforce.

Requirements

• Bachelor’s Degree preferred.
• Experience managing channel partners in a technology environment.
• Experience facilitating onboarding and enablement activities for channel partners.
• Knowledge of software channel ecosystems in the territory.
• Experience using Salesforce a plus.
• Strong negotiation skills.
• Strong presentation skills.
• Strong communication, interpersonal and problem-solving skills.
• Thrives in a fast-paced team selling environment.

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

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