Strategic Alliances Manager - EMEA

Strategic Alliances Manager - EMEA

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 ,
• 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 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