National Partner Manager

Varonis•Chicago, IL

About The Position

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.

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

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