Strategic Alliance Director

Description

Description

Global/Strategic Alliance Director (Global Systems Integrators)
 
Location: North America
Team: Global Channels & Alliances

Reports to: Director, Global Alliances
 
Summary 
The Strategic Alliance Director will build and manage Varonis business relationships with select Global Systems Integrators (GSIs) & Strategic Partners.  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 Global Alliance Director 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 Go-to-Market offerings, practices & 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 and revenue generation To (internal use & managed services), 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 Varonis sales leadership, and 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 strategies and prioritized opportunities, including the 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 selling/quota carrying enterprise software/SaaS sales experience selling TO large enterprises and internal use of Systems Integrators and/or Defense Industrial Base companies,
• Direct experience working with Global Systems Integrators, Channel Partners & Distribution,
• Strong understanding of co-sell workflows, account mapping, and marketplace programs with Hyperscalers is an advantage
• Experience selling to CISOs & CIOs 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.

hese qualifications help ensure that a Customer Success Operations Manager can effectively lead and optimize customer success initiatives, driving both customer satisfaction and business growth.