Account Manager

Varonis; Boston (MA); Hybrid; USD 90,000 - 140,000; Full time

Job summary

Varonis seeks an Account Manager to sell and present its data security solutions to enterprise accounts. The role is aligned with a local Sales Engineer, focusing on building a strong business justification to end users while meeting annual quotas.

Ideal candidates have 5+ years in B2B software sales, security software experience, and strong communication skills. Base location near the New York City metro area with hybrid work arrangement.

Qualifications

• 5+ years of B2B software sales experience.
• Security software industry experience preferred.
• Experience selling through channel partners is a plus.
• Strong communication and presentation skills.

Responsibilities

• Identify key decision makers within targeted leads.
• Present and sell Varonis’ products to current and prospective clients.
• Follow up on leads and referrals; expand contacts in target organizations.
• Maintain sales activities: prospecting, cold calls, demos, proposals.
• Present to C-level prospects and resellers with compelling product demos.
• Collaborate with Sales Managers and Channel Managers on strategic approaches.
• Maintain customer relationships and manage issues; support reseller channel.
• Keep accurate CRM data and participate in marketing events.

Skills

Enterprise software sales

Sales prospecting

Presentations & demos

Communication & negotiation

Relationship building

Team collaboration

Education

Bachelor’s Degree

Tools

Salesforce

Microsoft Outlook

Job description

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 an Account Manager who will be responsible for selling and presenting Varonis’ products and services to current andnet-new prospectiveenterpriseaccounts. TheVaronis Account Managerwill be aligned with a local Sales Engineer.Thegoal, as a team, will beto builda strong business justification to the end user, while ensuringthat the given annual quota is met/exceeded. We are seeking candidates based in or near the New York City Metro area.

The Requirements:

• 5+ years of business-to-business sales experience/preferably selling computer software.
• Security Softwareindustry experience preferred.
• Salesforceand Microsoft Outlook skills preferred.
• Prior experience selling software products throughuse ofchannel partnersis a plus.
• Strongcommunication andpresentation skills.
• A healthy list of pre-established and prospective contacts in a given territory.
• Willingness to learn technical aspectsof selling the Varonis product.
• Bachelor’s Degree from a four-year College/Universityis preferred.

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 decisions promptly with strong attention to detail; realizes that efficiency and prioritization are 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 promptly; 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:

• Prospect and identifykey decision makers within the targeted leads.
• Present and sell Varonis’ products and services tocurrent and potential clients.
• Follow up on leads and referrals resulting from field activity,whilemaintaining and expanding the database of contacts within the targeted organizations.
• Uphold sales activitieswhich includeprospecting, 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 details in the Customer Relationship Management system (CRM).
• Participate in marketing events such as seminars and trade shows when necessary.
• The percent of travel varies by territory.

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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