Posted 12 June, 2026
Channel Manager
Varonis
Australia
Full Time
Reference: 62_368203_oADWzfws
Channel Manager
The Company:Varonis(Nasdaq: VRNS) is a leader in data security, fighting a different battle than conventional cybersecurity companies. Our cloud-native Data Security Platform continuously discovers and classifies critical data, removes exposures, and detects advanced threats with AI-powered automation.
Thousands of organizations worldwide trust Varonis to defend their data wherever it lives - across SaaS, IaaS, and hybrid cloud environments. Customers use Varonis to automate a wide range of security outcomes, including data security posture management (DSPM), data classification, data access governance (DAG), data detection and response (DDR), data loss prevention (DLP), and insider risk management.
The Role: We are seeking a Varonis Channel Manager who will be responsible for driving and delivering sales leads and converting them into new business. TheChannel Managerworksas the primary resource for developing partners and growing relationships and is responsiblefor educatingour partners and their sales team on what Varonis has to offer and how to position our products to the partners' clients.
The Requirements:
- A Bachelor's Degree preferred.
- Minimum of 4 years' experienceof 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 negotiation skills.
- Strong presentation skills.
- Strong communication and interpersonal skills.
- Excellent telephone skills.
- Ability to thrivein a team selling environment.
The 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 and prioritization is critical to success.
- Customer Service:Manages difficult or emotional customer situations; meets commitments; responds promptly to customer needs; solicits customer feedback to improve service.
- Problem Solving: Identifies and resolves problems in a timely manner; gathers and analyzes information skillfully; develops alternative solutions.
- Written Communications: Edits work for spelling and grammar; presents numerical data effectively; varies writing style to meet needs; writes clearly and informatively.
- Oral Communication: Demonstrates group presentation skills;listens and gets clarification;responds well to questions; speaks clearly and persuasively.
- Adaptability: Adapts to changes in the work environment; manages competing demands; changes approach or method to best fit the situation; able to deal with frequent change, delays, or unexpected events.
- Planning/Organizing: Prioritizes and plans work activities; uses time efficiently; plans for additional resources; sets goals and objectives; develops realistic action plans.
The Responsibilities:
- Build, cultivate, and develop strategic partnerships for the assigned territory.
- Develop a solid working knowledge of Varonis' products and understand the benefits they willprovide to potential customers.
- Cultivate strong consultative relationships and act as a primary point of contact for assigned territory partnersto ensure partner satisfaction.
- Consistently articulate Varonis' value proposition to assigned territory partners in order to maintain and increase Varonis' share of each partner's business.
- Maintain a detailed understanding of assigned partners' business (growth initiative,strategic focus,investment areas, profitability factors, etc.).
- Consistently articulate Varonis' value proposition to assigned territory partners in order to maintain and increase Varonis' share of each partner's business.
- Effectively articulate the requirements, expectations, and benefits of the Varonis Partner Program to assigned channel partners.
- Maximize coverage within a defined region and penetrate organizations to utilize Varonis products.
- Coordinate sales activities with partners and resellers to identify and close new business.
- Work withVaronisSales Representatives in territory toconnecttargetpartners to meetings.
- Initiatephone and email contact with potential prospects from developed web and lead generation lists; cold calling as needed.
- Work on the leads generated by the Inside Sales Team to set up additional meetingsfor the Sales Representatives.
- Responsible for weekly feedback to partners on the progress of leads and next steps.
- Workwith the VAR on other contracts, email campaigns, etc.
- Facilitate channel engagement in support of territory sales goals.
- Support the Channel Account Executive in managing top partners in the territory.
- Meet onsite with designated partners no less than 3 days per week.
- Coordinate recruitment of new channel partners as required by territory channel planning process.
- Provide detailed daily reports on the progress of weekly and monthly goals.
- Log all activities to maintain the accuracy of CRM system.
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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