Account Manager

varonis-internal; Columbus (OH); On-site; USD 85,000 - 120,000; Full time

Job summary

Varonis seeks an Account Manager in the Columbus, OH area to sell and present our data security platform to enterprise accounts. You will work with a Sales Engineer to build a strong business case and ensure quota attainment.

The role requires 5+ years of B2B software sales, comfort with security products, and excellent communication. Travel may be involved as needed to engage customers and partners.

Qualifications

• 5+ years of business-to-business sales experience or training.
• Technology industry experience in software, ideally security.
• Salesforce and Microsoft Outlook skills preferred.
• Prior experience selling security software through channel partners.
• Strong communication and presentation skills.
• Healthy list of pre-established and prospective contacts in the territory.
• Willingness to learn the technical aspects of selling the Varonis product.

Responsibilities

• Prospect and identify key decision makers within targeted leads.
• Present and sell Varonis products and services to current and potential clients.
• Follow up on leads and referrals while expanding the contacts database.
• Maintain sales activities: prospecting, cold calling, demos, and proposals.
• Present to C-level prospects and resellers with compelling product demos.
• Partner with Sales Managers and Channel Managers to plan a strategic approach.
• Maintain relationships by responding to requests and resolving issues.
• Support reseller communication through the sales process.
• Keep accurate account information in CRM.
• Attend marketing events as needed.
• Travel varies by territory.

Skills

Sales experience

Communication

Security software knowledge

Channel partner sales

Education

Bachelor's degree

Tools

Salesforce

Microsoft Outlook

Job description

Account 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.

Varonis protects data first, not last. Learn more at www.varonis.com.

The Role:

We are seeking a personable Account Manager who will be responsible for selling and presenting Varonis’ products and services to current and net-new prospective enterprise accounts.

The Varonis Strategic 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.

The Location:

We are considering candidates who are located near the Columbus, Ohio area.

The Requirements:

• 5+ years of business-to-business sales experience or training, or an equivalent combination of education and experience.
• Technology industry experience (software), ideally in security.
• 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 the technical aspects of selling the Varonis product.

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.

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 activities which includesprospecting, 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.

Social Media

We invite you to check out our Instagram Page to gain further insight into the Varonis culture!

@VaronisLife

Equal Opportunity Employer

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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