Description
Strategic Alliances Manager – EMEA
Location: London
Team: Global Channels & Alliances
Reports 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.
The Strategic Alliances Manager (EMEA) will build & manage the playbooks & programs to:
- Drive partner-sourced & influenced pipeline,
- Prioritize & drive partner enablement,
- Coordinate Co-Sell Motions,
- Secure Design Wins & establish Varonis as The Standard for offerings & internal use by GSIs & Strategic Partners
- Deliver Operational 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
- Fifteen 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, joint 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 needed
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
Strategic Alliances Manager - EMEA in London employer: Varonis Home
At Varonis, we pride ourselves on being an exceptional employer, offering a dynamic and collaborative work environment that fosters innovation and personal growth. Our commitment to employee development is reflected in our comprehensive training programs, while our vibrant office culture, complete with free food and social events, ensures a fulfilling workplace experience. Join us in making a meaningful impact in the cybersecurity landscape, where your contributions will be valued and celebrated.
