Federal Channel Manager
Description
Summary:
The Federal Channel Manager is responsible for driving and delivering sales leads and converting them into new business. (Civilian, DOD, IC, FSI)
The Varonis Federal Channel Manager works as the primary resource for developing partners, growing relationships and is responsible for enabling our partners on what Varonis has to offer and how to position our products within the Federal government.
Responsibilities:
- 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
Requirements:
- 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
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Varonis is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, national origin, disability, veteran status, and other legally protected characteristics
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