Strategic Alliances Manager - EMEA

Description

Strategic Alliances Manager – EMEA

Location: London

Team: Global Channels & Alliances

Reports to: Director, Global Alliances

Summary

The Strategic Alliances Manager (EMEA) will build and manage Varonis business relationships with select Global Systems Integrators (GSIs) and Multi-Country Strategic Partners across Europe. The overall objective is to accelerate sustainable Annual Recurring Revenue (ARR) growth for Varonis -- To (internal use & managed services), Through (Resell) & With (Co-Sell) strategic alliances and partners.

The Strategic Alliances Manager (EMEA) will build & manage the playbooks & programs to:

• Drive partner-sourced & influenced pipeline,
• Prioritize & drive partner enablement,
• Coordinate Co-Sell Motions,
• Secure Design Wins & establish Varonis as The Standard for offerings & internal use by GSIs & Strategic Partners
• Deliver Operational Excellence through regular reviews, executive reporting & agreed upon Key Performance Indictors (e.g., Pipeline, ARR, Co-Marketing, etc.)

What You Will Do

• GSI & Strategic Partner recruitment - to include formalizing strategic relationships,
• Drive joint pipeline creation, offerings development and revenue generation to, with & through GSIs and Strategic Partners
• Educate and enable Varonis sellers on the value and the “why” of partnering with GSIs & Strategic Partners
• Build and manage prioritized account lists aligned with EMEA sales leadership, Country Managers & Regional Leadership
• Conduct account mapping and lead co-sell engagement with field teams.

Manage deal registration, referral submissions, and reporting

• Work closely with Varonis sales leadership on co-selling strategy and prioritized opportunities, including capture & close plans
• Collaborate with Varonis marketing on regional events and with operations on accurate tracking and metrics

What You Bring

• Fifteen or more years of experience in partnerships, cloud ecosystems, channels, or GTM roles.
• Direct experience working with Global Systems Integrators, Multi-Country Service Providers across Europe in a partner-facing capacity
• Strong understanding of co-sell workflows with GSIs, joint offerings development with GSIs, and marketplace programs with Hyperscalers is an advantage

Cybersecurity experience is an advantage

• Strong communication, relationship-building, and execution skills
• Collaborative, humble, flexible, and able to work with global teams
• Willingness to travel as needed

We invite you to check out our Instagram Page to gain further insight into the Varonis culture! @VaronisLife

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