National Partner Manager

Varonis Systems, Inc.; United States; On-site; USD 90,000 - 130,000; Full time

Job summary

Varonis Systems, Inc. is seeking a National Partner Manager to drive and grow our partner network across the United States. You will educate partners and their sales teams on Varonis offerings and position our products to client organizations.

The role requires strong channel management, excellent communication, and the ability to work cross-functionally with sales to close new business. Expect regular onsite collaboration with partners and a structured partner program alignment.

Qualifications

• Bachelor’s Degree preferred.
• Minimum of 4 years’ 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.
• Familiarity with CRM/PRM and forecasting systems.
• Strong communication and interpersonal skills.
• Ability to thrive in a team selling environment.

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 contact for assigned territory partners to ensure partner satisfaction.
• Consistently articulate Varonis’ value proposition to partners to increase market share.
• Maintain understanding of partners’ business and growth initiatives.
• Articulate requirements and benefits of the Varonis Partner Program to channel partners.
• Maximize coverage within a defined region and penetrate organizations to utilize Varonis products.
• Coordinate sales activities with partners and resellers to close new business.
• Work with Varonis Sales Representatives to connect target partners to meetings.
• Initiate outreach to prospects from web lists; conduct cold calls as needed.
• Support leads from Inside Sales to set up meetings for Sales Representatives.
• Provide weekly feedback to partners on progress and next steps.
• Collaborate with VAR on contracts, campaigns, etc.
• Facilitate channel engagement to meet territory sales goals.
• Support the Channel Account Executive in managing top partners.
• Meet onsite with designated partners at least 3 days per week.
• Coordinate recruitment of new channel partners as required by planning.
• Provide detailed daily and weekly progress reports; log activities in CRM.

Skills

Communication skills

Channel partner management

Strategic partnerships

Partner relationship management

Team selling

Forecasting experience

Education

Bachelor's degree

Tools

CRM/PRM

Job description

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