Alliance/Partner Management, Budgeting, Business Growth, Channel Management, Channel Support, Cold Calling Skills, Communication Skills, Conferences, Customer Relationship Management (CRM), Federal Contracts, Federal Government, Forecasting, Integrated Circuits (ICs), Intelligence Community, Lead Generation, Onboarding, Product Positioning, Profit & Loss, Progress Reports, Reseller Channel, Sales, United States Department of Defense (DoD)
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n Federal Channel Managernn
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n Salesnn n Washington DC,n District Of Columbian n Richmond,n Virginian n
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Description
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Summary:
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Thexc2xa0Federal Channel Manager is responsible for driving and delivering sales leads and converting them into new business.xc2xa0(Civilian, DOD, IC, FSI)xc2xa0
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Thexc2xa0Varonis Federal Channel Managerxc2xa0worksxc2xa0as the primary resource for developing partners, growing relationships and isxc2xa0responsiblexc2xa0for enabling our partners on what Varonis has to offer and how to position our products within the Federal government.xc2xa0xc2xa0
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Responsibilities:
- Build and cultivate strategic partnerships for the assigned territoryxc2xa0
- Develop a solid working knowledge of Varonisxe2x80x99 products and understand the value theyxc2xa0provide for potential customersxc2xa0
- Develop deep consultative relationships and act as a primary point of contact for assigned territory partnersxc2xa0to ensure partner satisfactionxc2xa0
- Consistently articulate Varonisxe2x80x99 value proposition to territory partners to maintain and increase Varonisxe2x80x99 share of each partnerxe2x80x99s businessxc2xa0
- Maintain a detailed understanding of partnersxe2x80x99 business (growth initiative,xc2xa0strategic focus,xc2xa0investment areas, profitability factors, etc.)xc2xa0
- Work with partners and resellers to identify and close new businessxc2xa0
- Connect Varonisxc2xa0Sales Representatives toxc2xa0targetxc2xa0partnersxc2xa0
- Prospect using lead generation lists; cold calling as neededxc2xa0
- Support the National Channel Managers in managing top partners in the territoryxc2xa0
- Meet onsite with designated partners at least 3 days per weekxc2xa0
- Provide detailed daily reports on the progress of weekly and monthly goalsxc2xa0
- 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:xc2xa0xc2xa0
- Minimum of 4 years of experience managing channel partners within federal marketxc2xa0
- Experience facilitating onboarding and enablement activities for channel partnersxc2xa0
- Knowledge of channel software ecosystemsxc2xa0
- Familiarity with CRM/PRM and forecasting systemsxc2xa0
- Excellent communication and presentation skillsxc2xa0
- Experience working with Hyperscalersxc2xa0xc2xa0
We invite you to check out our Instagram Page to gain further insight into the Varonis culture!xc2xa0
@VaronisLife
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xc2xa0Varonis 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 characteristicsxc2xa0xc2xa0
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#LIRemote
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