Director of Alliances

at  Varonis

SUMMARY

We are in search of a Director of Alliances for Europe/UK/Israel/Africa/Asia who is responsible for managing the relationship with Strategic Alliances with Microsoft, AWS, Salesforce and other technology alliances.

REQUIREMENTS

• Bachelor’s Degree preferred.
• Minimum of 7 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 presentation skills.
• Strong communication and interpersonal skills.
• Ability to thrive in a team selling environment.

• Build, cultivate, and develop strategic partnerships with MSFT, AWS and Saleforce
• Develop a solid working knowledge of Varonis’ products and understand the benefits they will provide to potential customers.
• Consistently articulate Varonis’ value proposition to all systems integrators and consulting organizations in order to maintain and increase Varonis’ share of each partner’s business.
• Co -Sell - Implement cloud seller incentive compensation programs to encourage desired behavior
• Conduct account planning in the field with MS/AWS/SF sellers with joint accounts and where Varonis has demonstrated value to customers.
• Hold pipeline review sessions to identify opportunities and improve sales strategies.
• Continue to grow marketplace offering, which can be incorporated into the co-market.
• Align go-to-market (GTM) efforts on specific marketplace offerings to maximize impact.
• Attending MS, AWS SF events to stay informed about MS offerings and network with sellers.
• Schedule an Alliance partner executive briefing
• Leverage combined GTM offerings with Azure/AWS/SF to drive consumption.
• Offer co-hosted data security training workshops to improve skills and knowledge.
• Build, promote and sell MS ecosystem partner solutions (CAF) that align with MS offerings to generate more Azure consumption.
• Engage in co-marketing efforts to promote co-sell and partnership efforts.
• Create Varonis and MS/AWS/SF events that attract their sellers.
• Conduct joint campaigns to promote co-sell and partnership efforts.
• Publish “win-wires” and share them with respective PDM’s to showcase successes and demonstrate value. These can also be published by Alliance PDM.
• Collaborate on marketing materials, such as case studies, whitepapers, and webinars, to promote joint solutions and build brand awareness.
• Maximize coverage within a defined region and penetrate organizations to utilize Varonis products.
• Support the Channel Account Executive in managing top partners in the territory.
• Log all activities to maintain the accuracy of CRM system.