Varonis
Strategic Alliances Manager - EMEA
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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 Indicators (e.g., Pipeline, ARR, Co-Marketing, etc.)
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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
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- 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
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