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Federal Channel Manager
This a Full Remote job, the offer is available from: United States
Description
- Build and cultivate strategic partnerships for the assigned territory
- Develop a solid working knowledge of Varonis’ products and understand the value they provide for potential customers
- Develop deep consultative relationships and act as a primary point of contact for assigned territory partners to ensure partner satisfaction
- Consistently articulate Varonis’ value proposition to territory partners to maintain and increase Varonis’ share of each partner’s business
- Maintain a detailed understanding of partners’ business (growth initiative, strategic focus, investment areas, profitability factors, etc.)
- Work with partners and resellers to identify and close new business
- Connect Varonis Sales Representatives to target partners
- Prospect using lead generation lists; cold calling as needed
- Support the National Channel Managers in managing top partners in the territory
- Meet onsite with designated partners at least 3 days per week
- Provide detailed daily reports on the progress of weekly and monthly goals
- Knowledge of the US Federal market; Civilian, DOD & Intelligence Community
- Attend Federal conferences with Varonis sales & engineering teams
- Firm understanding around federal contracts, budgets and buying processes
- Minimum of 4 years of experience managing channel partners within federal market
- Experience facilitating onboarding and enablement activities for channel partners
- Knowledge of channel software ecosystems
- Familiarity with CRM/PRM and forecasting systems
- Excellent communication and presentation skills
- Experience working with Hyperscalers