Strategic Partnerships Manager – North America ...
Strategic Partnerships Manager – North America (AWS & Microsoft) Location: North America (Remote) Team: Global Strategic Partnerships Reports to: VP, Strategic Partnerships About Varonis 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. Varonis protects data first, not last. Learn more at About the Role We are seeking a Strategic Partnerships Manager to manage AWS and Microsoft partnerships across North America. You will drive partner-sourced and influenced pipeline, coordinate co-sell activity, and ensure operational excellence across hyperscaler programs. What You Will Do • Drive joint pipeline creation and revenue generation with AWS and Microsoft. • Hold personal accountability for achieving a defined hyperscaler-influenced pipeline and revenue target. • Educate and enable Varonis sellers on the value and the “why” of partnering with the hyperscalers and the “why” behind AWS & Microsoft marketplace transactions. • Build and manage prioritized account lists aligned with regional sales leadership. • Conduct account mapping and lead co-sell engagement with field teams. • Maintain working knowledge of AWS ACE and Microsoft Partner Center. • Manage deal registration, referral submissions, and reporting. • Build strong relationships with AWS & Microsoft PDMs and field sellers. • Align regularly with Varonis sales leadership on co-selling strategy and prioritized opportunities. • Partner with marketing on regional events and with operations on accurate tracking and metrics. What You Bring • Five or more years of experience in partnerships, cloud ecosystems, channels, or GTM roles. • Direct experience working with AWS or Microsoft in a partner-facing capacity. • Strong understanding of co-sell workflows, account mapping, and marketplace programs. • 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. Why Join Us • Influence hyperscaler strategy in a high-impact region. • Collaborate directly with AWS and Microsoft field teams. • Join a global, growing partnerships organization within a leading cybersecurity company. 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 #LI-Remote