Location : London
Team : Global Channels & Alliances
R eports 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.
Th e Strategic Alliances Manager (EMEA) will build & manage the playbooks & programs to :
- Drive p artner-sourced & influenced pipeline ,
- Coordinate Co-Sell Motions,
- Secure Design Wins & establish Varonis as The Standard for offerings & internal use by GSIs & Strategic Partners
- Deliver Operationa l 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
- Fi fteen 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 , j oint 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 neede d
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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