Channel Manager

Description

• A 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 negotiation skills.
• Strong presentation skills.
• Strong communication and interpersonal skills.
• Excellent telephone skills.
• Ability to thrive in a team selling environment.

• Achievement Focus: Demonstrates persistence and overcomes obstacles; recognizes 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 decision in a timely manner with strong attention to detail; realization that efficiency and prioritization 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 analyzes 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/Organizing: Prioritizes and plans work activities; uses time efficiently; plans for additional resources; sets goals and objectives; develops realistic action plans.

• 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 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.