Overview
The Account Manager is responsible for selling and presenting Varonis’ products and services to current and net-new prospective enterprise accounts.
The Varonis Account Manager will be aligned with a local Sales Engineer. The goal, as a team, will be to build a strong business justification to the end-user, while ensuring that the given annual quota is met/exceeded.
Responsibilities
* Prospect and identify key decision makers within the targeted leads.
* Present and sell Varonis’ products and services to current and potential clients.
* Follow up on leads and referrals resulting from field activity, while maintaining and expanding the database of contacts within the targeted organizations.
* Uphold sales activities which includes prospecting, cold calling, booking appointments, performing demos, and creating proposals.
* Present to C-Level prospective clients as well as to resellers through effective and enticing product demonstrations.
* Partner with Sales Managers and Channel Managers to determine a strategic sales approach.
* Establish and maintain current customer relationships by responding to customer requests and managing/resolving customer issues.
* Support the reseller communication channel throughout the sales process.
* Maintain accurate account information and activity detail in Customer Relationship Management system (CRM).
* Participate in marketing events such as seminars and trade shows when necessary.
* Percent of travel varies by territory.
Requirements
* Bachelor’s Degree from a four-year College/University OR 5+ years of business-to-business sales experience/training OR equivalent combination of education and experience.
* Technology industry experience preferred.
* SalesForce and Microsoft Outlook skills preferred.
* Prior experience selling security software products through use of channel partners.
* Strong communication and presentation skills.
* Healthy list of pre-established and prospective contacts in given territory.
* Willingness to learn technical aspects of selling the Varonis product.
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.
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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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