Strategic Alliances Manager - EMEA

Varonis Systems, Inc.; Greater London; On-site; GBP 120,000 - 180,000; Full time

Job summary

Varonis Systems, Inc. in London is seeking a Strategic Alliances Manager (EMEA) to build and manage key relationships with Global Systems Integrators and strategic partners across Europe, accelerating ARR growth through managed services, resell, and co-sell motions.

You will develop playbooks, drive partner-sourced pipeline, coordinate co-sell motions, and work with sales leadership to deliver measurable results. Travel may be required.

Qualifications

• Fifteen+ years in partnerships or GTM roles.
• Direct experience with Global Systems Integrators across Europe.
• Strong knowledge of co-sell processes and marketplace programs.
• Cybersecurity experience is an advantage.

Responsibilities

• Recruit and formalize strategic relationships with GSIs.
• Drive joint pipeline creation and revenue with GSIs.
• Educate and enable Varonis sellers on partner value.
• Build prioritized account lists with regional leaders.
• Lead co-sell engagement and manage deal registrations.
• Collaborate with marketing on regional events and tracking.

Skills

Partnering strategy

GSI experience

Co-Sell workflows

Stakeholder management

Job description

Location : London
Team : Global Channels & Alliances
R eports to: Director, Global Alliances
Summary
The Strategic Alliances Manager (EMEA) will build and manage Varonis business relationships with select Global Systems Integrators (GSIs) and Multi-Country Strategic Partners across Europe. The overall objective is to accelerate sustainable Annual Recurring Revenue (ARR) growth for Varonis -- To (internal use & managed services), Through (Resell) & With (Co-Sell) strategic alliances and partners.

Th e Strategic Alliances Manager (EMEA) will build & manage the playbooks & programs to :

• Drive p artner-sourced & influenced pipeline ,
• Coordinate Co-Sell Motions,
• Secure Design Wins & establish Varonis as The Standard for offerings & internal use by GSIs & Strategic Partners
• Deliver Operationa l Excellence through regular reviews , executive reporting & agreed upon Key Performance Indictors (e.g., Pipeline , ARR , Co-Marketing, etc. )

What You Will Do

• GSI & Strategic Partner recruitment - to include formalizing strategic relationships,
• Drive joint pipeline creation , offerings development and revenue generation to , with & through GSIs and Strategic Partners
• Educate and enable Varonis sellers on the value and the “why” of partnering with GSIs & Strategic Partners
• Build and manage prioritized account lists aligned with EMEA sales leadership , Country Managers & Regional Leadership
• Conduct account mapping and lead co- sell engagement with field teams.
  Manage deal registration, referral submissions, and reporting
• Work closely with Varonis sales leadership on co-selling strategy and prioritized opportunities , including capture & close plans
• Collaborate with Varonis marketing on regional events and with operations on accurate tracking and metrics

What You Bring

• Fi fteen or more years of experience in partnerships, cloud ecosystems, channels, or GTM roles.
• Direct experience working with Global Systems Integrators, Multi-Country Service Providers across Europe in a partner-facing capacity
• Strong understanding of co-sell workflows with GSIs , j oint offerings development with GSIs , and marketplace programs with Hyperscalers is an advantage
  Cybersecurity experience is an advantage
• Strong communication, relationship-building, and execution skills
• Collaborative, humble, flexible, and able to work with global teams
• Willingness to travel as neede d

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