Account Manager

Varonis Systems, Inc.; Grand Rapids (MI); Remote; USD 70,000 - 110,000; Full time

Job summary

Varonis Systems, Inc. is seeking an Account Manager to sell and present its products to current and net-new enterprise accounts. This remote role is oriented toward candidates in the Grand Rapids area.

You will work with a local Sales Engineer to build a strong business justification for end users, aim to meet or exceed the annual quota, and maintain relationships across the funnel. Travel varies by territory and CRM discipline is required.

Qualifications

• 5+ years of business-to-business software sales experience.
• Security Software industry experience preferred.
• Experience selling through channel partners is a plus.
• Strong communication and presentation skills.
• A healthy list of pre-established and prospective contacts in a given territory.
• Willingness to learn technical aspects of selling the Varonis product.
• Bachelor’s Degree from a four-year College/University is preferred.

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 include 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 details in the Customer Relationship Management system (CRM).
• Participate in marketing events such as seminars and trade shows when necessary.
• Percent of travel varies by territory.

Skills

B2B software sales

Communication skills

C-level engagement

Sales quota

Tech product knowledge

Education

Bachelor's degree preferred

Tools

Salesforce

Microsoft Outlook

Job description

Summary

The Account Manager is responsible for selling and presenting Varonis’ products and services to current and net-new prospective enterprise accounts.

Job Description

Job Title: Account Manager

FLSA Status: Exempt

Department: Sales

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.

Location: This is a remote position; however, we are seeking candidates based in the Grand Rapids Area.

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 include 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 details in the Customer Relationship Management system (CRM).
• Participate in marketing events such as seminars and trade shows when necessary.
• Percent of travel varies by territory.

Requirements

• 5+ years of business-to-business sales experience/preferably selling computer software.
• Security Software industry experience preferred.
• Salesforce and Microsoft Outlook skills preferred.
• Prior experience selling software products through use of channel partners is a plus.
• Strong communication and presentation skills.
• A healthy list of pre-established and prospective contacts in a given territory.
• Willingness to learn technical aspects of selling the Varonis product.
• Bachelor’s Degree from a four-year College/University is preferred.

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.

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.