Develops and manages strategic technology channel partnerships, educates partner sales teams, coordinates lead generation and sales activities, supports partner onboarding and enablement, recruits new partners, facilitates channel engagement, and tracks sales progress through CRM reporting. Requires at least four years of channel partner management experience in technology, knowledge of software ecosystems, strong communication skills, and frequent onsite partner meetings.
Job Title: National Partner Manager
FLSA Status: Exempt
Department: Sales
Summary:
The National Partner Manager is responsible for driving and delivering sales leads and converting them into new business.
The Varonis National Partner 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, 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.)
- Consistently articulate Varonis’ value proposition to assigned territory partners in order to maintain and increase Varonis’ share of each partner’s business
- 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 the 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
Requirements:
- 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
- Strong communication and interpersonal skills
- Ability to thrive in a 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
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