Channel Manager

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, 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 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 1-3 years’ experience of managing channel partners in a technology environment.
Experience facilitating onboarding and enablement activities for channel partners.