Manager of Sales Engineering

Varonis Systems, Inc.; Columbus (OH); Ibrido; USD 275.000 - 290.000; Tempo pieno

Descrizione del lavoro

Varonis Systems, Inc. in Columbus, OH is seeking a Sales Engineering Manager to hire, mentor, and assess Sales Engineers across pre-sales and account management.

You will build and lead a team, ensuring you and your team meet or exceed quotas, while aligning with sales strategy and customer success. The role emphasizes coaching on technical and non-technical pre-sales skills, conducting performance reviews, and collaborating with Sales management to standardize best practices.

Competenze

• Bachelor’s Degree or equivalent from a four-year college or technical school and 3-5 years in a customer-facing role or equivalent.
• Proven ability to communicate effectively in presentations in person, via telephone, and remote conferencing with executive-level customers.
• Ability to teach consultative selling and identify new opportunities.
• Self-starter with the ability to manage multiple tasks and responsibilities simultaneously.
• History of leading a team to meet monthly, quarterly, and annual quotas.

Mansioni

• Lead the Sales Engineering team following sales methodology and best practices.
• Mentor SEs to teach pre-sales techniques for securing new clients and account expansion.
• Conduct reviews to ensure SEs maintain required technical knowledge and perform pre-sales duties.
• Provide performance reviews and coaching on career development.
• Support SR/SE teams to achieve revenue targets through customer assessment and solution delivery.
• Deliver sales presentations and product demonstrations for Varonis' products and services.
• Collaborate with Sales management to standardize SE/SR best practices.

Conoscenze

Communication skills

Leadership

Mentoring

Presentation skills

Sales methodology

Formazione

Bachelor’s Degree or equivalent

Descrizione del lavoro

The Sales Engineer ing Manager is responsible for hiring, mentoring, and assessing Sales Engineers as it relates to their pre- sales and account management responsibilities .

As the Sales Engineering Manager , you will oversee a team of S ales E ngineer s and your goal will be to build out the team, guaranteeing that you and your team meet and/or exceed your given sales quota.

Responsibilities

• Lead the Sales Engineering team in following sales methodology and best practices, as well as ensuring proper use of CRM system
• Provide ongoing mentorship to SEs to teach technical and non-technical pre-sales techniques for securing new clients, managing customers , and account expansion to support upsell
• Conduct reviews of technical capabilities to ensure SEs reach and maintain required technical knowledge and to effectively perform their pre-sales duties
• Provide periodic performance reviews, handle personal issues, competitive losses/wins, and personal/professional developmental opportunities.
• Assess skill sets and provide ongoing coaching and feedback to team members in order to meet objectives, reinforce sales methodologies, and provide guidance on career path direction.
• Support S R/ SE teams with their sales campaigns and customer management activities in order to ensure high rate of success and achieve revenue targets , by assess ing customer information, identify and address problem areas, formulate relevant solutions, and present solutions effectively.
• Deliver sales presentations, present technical information about Varonis' products and services, and conduct product demonstrations
• Collaborate with Sales management to identify opportunities to improve upon and standardize best practices in SE/SR relationship

Requirements

• Bachelor’s Degree or equivalent from a four-year C ollege or Technical S chool AND 3-5 years of experience in a customer facing role OR equivalent combinati on or education and experience.
• Proven ability to communicate effectively in presentations in person, via telephone , and through remote conferencing with executive level customers, direct reports, and the Varonis Leadership Team
• Ability to teach ways to identify new and existing opportunities through basic consultative selling methodology
• Proven self-starter with a motivated attitude to be able to manage multiple tasks, projects, and responsibilities simultaneously
• Goal driven with the ability to train sales people , to close sales effectively
• Ideally a history of successfully leading a team that drives target attainment
• Must be able to lead a team and meet monthly, quarterly, and annual quota requirements.
• Ability to work under pressure and meet deadlines, while maintaining a pleasant and professional attitude towards customers and co-workers

To perform this job successfully, an individual should demonstrate the following competencies:

• Analytical : Collects and researches data; d es igns workflows and procedures; i dentifies data relationships and dependencies; s ynthesizes c omplex or diverse information; u ses intuition and experience to complement data.
• Technical Skills : Assesses own strengths and weaknesses as well as those of direct reports ; s trives to continuous ly build knowledge and skills; s hares expertise with others.
• 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 i s critical to success.
• Customer Service : M anages difficult or emotional customer situations; meets commitments; res pon ds promptly to customer needs; s olicits customer feedback to improve service .
• Problem Solving : Identifies and resolve s problems in a timely manner; g athers and an alyzes information skillfully; develops alternative solutions.
• Written Communications : Edits work for spelling and grammar; p resents numerical data effectively ; v arie s writing style to meet needs; w rites clearly and informatively .
• Oral Communication : Demonstra tes group presentation skills; listens and gets clarification; responds well to questions; s peaks clearly and persuasively .
• Adaptability : Adapts to changes in the work environment; m anages competing demands; c hanges approach or met hod to best fit the situation; a ble 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; d evelops 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.

#LI-Hybrid

Salary: USD 275000 - 290000 Annually

The abovementioned salary range depends on the candidate's experience, qualifications, and abilities.
If the salary indicated above is on an annual basis, it may include a target-based commission component.
The salary shall be paid on a semi-monthly basis.
Further benefits that are offered to Varonis employees in the US are detailed here .