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
Skills Required
- Bachelor's degree
- Minimum of 4 years of 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
Varonis Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Varonis and has not been reviewed or approved by Varonis.
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Healthcare Strength — Healthcare coverage is positioned as comprehensive, including medical, dental, and vision options that start immediately in some locations. The package is frequently characterized as a strong part of the overall rewards offering alongside other core benefits.
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Retirement Support — Retirement benefits include a 401(k) with company matching (or a pension plan by region), which strengthens the long-term value of the package. Participation is complemented by additional ownership programs that increase total-rewards attractiveness.
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Equity Value & Accessibility — Equity-related rewards such as stock options and an employee stock purchase plan (ESPP) are a notable part of the total compensation mix. These elements are often cited as helping offset middling perceptions of base pay, especially where equity participation is accessible.
Varonis Insights
What We Do
Varonis is a pioneer in data security and analytics, fighting a different battle than conventional cybersecurity companies. Varonis focuses on protecting enterprise data on premises and in the cloud: sensitive files and emails; confidential customer, patient and employee data; financial records; strategic and product plans; and other intellectual property. The Varonis Data Security Platform detects insider threats and cyberattacks by analyzing data, account activity, perimeter telemetry, and user behavior; prevents and limits disaster by discovering, classifying and locking down sensitive, regulated and stale data; and efficiently sustains a secure state with automation. With a focus on data security, Varonis serves a variety of use cases including data protection, threat detection and response, and compliance. Varonis started operations in 2005 and, as of December 31, 2018, had approximately 6,600 customers worldwide — comprised of industry leaders in many sectors including technology, consumer, retail, financial services, healthcare, manufacturing, energy, media, and education.
