Director of Alliances - AWS

Job Title:Director of Alliances & Marketplaces

FLSA Status:Exempt

Department:Sales

Summary

We are in search of a Director of Alliances for North America who will be responsible for managing relationships with AWS and other strategic technology partners.

About Varonis

Varonis is a leading data security and analytics company, dedicated to protecting sensitive information such as financial records, intellectual property, and confidential organizational data. Founded in 2005, Varonis uses AI-powered automation to provide comprehensive data security solutions, helping organizations safeguard their data across cloud and on-premises environments.

Responsibilities

• Build, cultivate, and develop strategic partnerships with AWS.
• Develop a solid understanding of Varonis’ products and their benefits for potential customers.
• Consistently articulate Varonis’ value proposition to all systems integrators and consulting organizations to maintain and increase Varonis’ share of each partner’s business.
• Implement cloud seller incentive compensation programs to encourage desired behavior.
• Conduct account planning in the field with AWS sellers with joint accounts where Varonis has demonstrated value to customers.
• Hold pipeline review sessions to identify opportunities and improve sales strategies.
• Continue to grow marketplace offerings, which can be incorporated into the co-market.
• Align go-to-market (GTM) efforts on specific AWS marketplace offerings to maximize impact.
• Attend AWS events to stay informed about their offerings and network with sellers.
• Schedule alliance partner executive briefings.
• Leverage combined GTM offerings with AWS to drive consumption.
• Offer co-hosted data security training workshops to improve skills and knowledge.
• Build, promote, and sell AWS ecosystem partner solutions that align with AWS offerings to generate more AWS consumption.
• Engage in co-marketing efforts to promote co-sell and partnership efforts.
• Create Varonis and AWS events that attract their sellers.
• Conduct joint campaigns to promote co-sell and partnership efforts.
• Publish “win-wires” and share them with respective Partner Development Managers (PDMs) to showcase successes and demonstrate value. These can also be published by Alliance PDM.
• Collaborate on marketing materials, such as case studies, whitepapers, and webinars, to promote joint solutions and build brand awareness.
• Maximize coverage within a defined region and penetrate organizations to utilize Varonis products.
• Support the Channel Account Executive in managing top partners in the territory.
• Log all activities to maintain the accuracy of the CRM system.

Requirements

• Bachelor’s Degree preferred.
• Minimum of 7 years’ experience managing channel partners in a technology environment.
• Experience facilitating onboarding and enablement activities for channel partners.
• Knowledge of software channel ecosystems in the territory.
• Familiarity with CRM/PRM and forecasting systems.
• Strong presentation skills.
• Excellent communication and interpersonal skills.
• Ability to thrive in a team-selling environment.

Competencies

To perform this job successfully, an individual should demonstrate the following competencies:

• Achievement Focus: Demonstrates persistence and overcomes obstacles; recognizes and acts on opportunities; sets and achieves challenging goals; takes calculated risks to accomplish goals.
• Sales Skills: Achieves sales goals; initiates new contacts; maintains customer satisfaction; maintains records and promptly submits information; overcomes objections with persuasion and persistence.
• Sense of Urgency: Displays a matter of utmost urgency; understands the importance of making critical business decision in a timely manner with strong attention to detail; realization that efficiency