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Director of Strategic Partnerships

2 months ago

London, Greater London, United Kingdom Varonis Full time

Job Title: Director of Strategic Partnerships

Company: Varonis

Description

Summary - Varonis is seeking a Director of Strategic Partnerships to manage relationships with key technology partners such as Microsoft, AWS, and Salesforce.

Responsibilities

  • Build, nurture, and expand strategic partnerships with Microsoft, AWS, and Salesforce.
  • Demonstrate a deep understanding of Varonis' products and their benefits to potential customers.
  • Effectively communicate Varonis' value proposition to systems integrators and consulting organizations to grow partnerships.
  • Collaborate on implementing incentive programs for cloud sellers.
  • Conduct field account planning with partner sellers and participate in pipeline review sessions.
  • Enhance marketplace offerings to align with partner strategies for increased impact.
  • Attend relevant technology events to stay informed and network with partner sellers.
  • Organize executive briefings with alliance partners and leverage joint go-to-market efforts.
  • Deliver data security training workshops and promote partner solutions aligned with offerings.
  • Engage in co-marketing activities, joint campaigns, and create events to drive partnership goals.
  • Publish success stories and collaborate on marketing materials to raise brand awareness.
  • Support the Channel Account Executive in managing top partners and maintain accurate CRM records.

Requirements

  • Bachelor's Degree preferred.
  • At least 7 years of experience managing channel partners in a technology setting.
  • Proficiency in onboarding activities, software channel ecosystems, and CRM/PRM systems.
  • Excellent presentation, communication, and interpersonal skills.
  • Ability to excel in a team-oriented sales environment.

Competencies

  • Achievement Focus: Demonstrates persistence, seizes opportunities, sets and achieves challenging goals.
  • Sales Skills: Hits sales targets, initiates contacts, resolves objections with persuasion.
  • Customer Service: Manages customer situations, seeks feedback for improvement.
  • Problem Solving: Identifies and resolves issues promptly, explores alternative solutions.
  • Written Communications: Edits work effectively, presents numerical data clearly, writes informatively.
  • Oral Communication: Excels in group presentations, listens well, responds clearly.
  • Adaptability: Flexibly adjusts to changes, handles unexpected events effectively.
  • Planning/Organizing: Prioritizes tasks, plans efficiently, sets realistic goals.