Channel Manager

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 initiatives, strategic focus, investment areas, profitability factors, etc.).
• Effectively articulate the requirements, expectations, and benefits of the Varonis Partner Program to assigned channel partners.
• Maximise coverage within a defined region and penetrate organisations to utilise 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 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.
• Excellent telephone skills.
• Ability to thrive in a team selling environment.

To perform this job successfully, an individual should demonstrate the following competencies:

• Achievement Focus: Demonstrates persistence and overcomes obstacles; recognises and acts on opportunities; sets and achieves challenging goals; takes calculated risks to accomplish goals.
• Sales Skills: Achieves sales goals; initiates new contacts; maintains customer satisfaction; maintains records and promptly submits information; overcomes objections with persuasion and persistence.
• Sense of Urgency: Displays a matter of utmost urgency; understands the importance of making critical business decisions in a timely manner with strong attention to detail; realises that efficiency and prioritisation is critical to success.
• Customer Service: Manages difficult or emotional customer situations; meets commitments; responds promptly to customer needs; solicits customer feedback to improve service.
• Problem Solving: Identifies and resolves problems in a timely manner; gathers and analyses information skillfully; develops alternative solutions.
• Written Communications: Edits work for spelling and grammar; presents numerical data effectively; varies writing style to meet needs; writes clearly and informatively.
• Oral Communication: Demonstrates group presentation skills; listens and gets clarification; responds well to questions; speaks clearly and persuasively.
• Adaptability: Adapts to changes in the work environment; manages competing demands; changes approach or method to best fit the situation; able to deal with frequent change, delays, or unexpected events.
• Planning/Organising: Prioritises and plans work activities; uses time efficiently; plans for additional resources; sets goals and objectives; develops realistic action plans.