Regional Sales Director

Varonis Systems, Inc.; Detroit (MI); On-site; USD 180,000 - 240,000; Full time

Job summary

Varonis Systems, Inc. in Detroit is seeking a Regional Sales Director to lead a high-performing sales team, drive prospecting, and exceed regional quotas. You will build out the territory with your team, ensuring targets are met or exceeded while coordinating with cross-functional partners to close strategic deals.

Candidates should demonstrate executive communication, consultative selling, pipeline management, and a track record of delivering target attainment in security software markets.

Qualifications

• Bachelor’s degree or 8+ years of experience.
• Proven ability to communicate with executive level customers.
• Ability to teach consultative selling methodologies.
• Proven self-starter able to manage multiple tasks concurrently.
• Goal-driven with ability to train sales people to close effectively.
• Strong organizational and time management skills.
• History of leading a team to hit targets.
• Experience with CRM and opportunity management systems.
• Experience with Microsoft Office.
• Familiar with sales support concepts, practices, and procedures.
• Able to lead a team and meet monthly, quarterly, and annual quotas.
• Ability to work under pressure and meet deadlines.
• Business Planning: analyze market, develop resources, and forecast.
• Activity Management: plan tasks with timelines and track execution.
• Pipeline Management & Forecasting: monitor pipeline and coach.
• Sales Process Execution: involved in critical deals with reps.
• Consultative Selling: understand customer dynamics and align solutions.
• Orchestrating Resources: coordinate cross-functional and partner teams.

Responsibilities

• Lead the Sales Team in following methodology and CRM usage.
• Mentor Sales Representatives on prospecting, account management, and maintenance.
• Review business performance, sales activity, and prospecting results.
• Coach team members to meet objectives and provide career guidance.
• Identify growth areas and participate in recruiting activities.
• Guide team on managing relationships with customers and channel partners.
• Implement processes to keep leadership updated on sales status.
• Assess customer information, address issues, and present solutions.

Skills

Executive communication

Consultative selling

CRM / opportunity management

Team leadership

Forecasting / pipeline management

Strategic planning

Time management

Cross-functional coordination

Education

Bachelor's degree

8+ years of experience

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.

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

The Role:

We are in search of a Regional Sales Director who is responsible for leading a prosperous Sales Team, ensuring they are using best practices and appropriate prospecting techniques to increase and add to the overall success of Varonis. As the Varonis Regional Sales Director, you will oversee a given region, and your goal will be to build out the territory with your Sales Team, guaranteeing that you and your team meet and/or exceed your given quota.

The Location:

We are prioritizing candidates located within the Detroit Metro Area.

The Requirements:

• Bachelor’s Degree from a four-year College/University OR 8+ years of experience OR equivalent combination of education and experience.
• Proven ability to communicate effectively in presentations via telephone and computer 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.
• Strong organizational and time management skills.
• History of successfully leading a team that drives target attainment.
• Knowledge of managing CRM and opportunity management systems.
• Experience with Microsoft Office.
• Familiar with a variety of sales support field concepts, practices, and procedures.
• 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.
• Business Planning: Has done an analysis of the assigned market with a developed business plan. This includes identifying specific resources, coverage, revenue goals, and action plans to achieve the forecast. Performs weekly status to provide visibility to their managers for planning purposes.
• Activity Management: Establishes a basic plan with sub-tasks and timelines, communicates the plan and tracks execution, and focuses on forecasted activities.
• Pipeline Management & Forecasting: Checks the general status of each Sales Representatives’ pipeline on a regular basis and provides coaching to address critical gaps. Based on familiarity and experience, applies judgement to their team members forecasting projections.
• Sales Process Execution: Actively involved in all critical deals and is consistently works with all Sales Representatives with a variety of accounts to understand the current selling environment.
• Consultative Selling: Understands customer and/or partner industry dynamics and quickly learns their specific strategies, priorities, and challenges. Starts with the customer/partner point of view and fits the Varonis solutions/advantage into that picture.
• Orchestrating Resources: Persistently leads, influences, and choreographs cross-functional and partner selling teams to ensure that customer deadlines, expectations, and agreements are met/exceeded.

The Responsibilities:

• Lead the Sales Team in following sales methodology and best practices, as well as ensuring proper use of CRM system.
• Provides ongoing mentorship to Sales Representatives to teach appropriate prospecting techniques for securing new clients, key account management, and general account maintenance.
• Conducts periodic reviews of business, which includes sales call activity, lead follow up, and prospecting and performance for each individual Sales Representative, while helping with 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.
• Identify areas where your team needs assistance/where your territory needs growth and participate in the recruiting/interviewing activities.
• Guide Sales Team members on how to manage key relationships with principals and select Customers and Channel Partners.
• Implement processes that will keep the Sales Leadership Team current on the status of all sales activity on ongoing progress while acting as a point of escalation for Customers and Channel Partners.
• Ability to assess customer information, identify and address problem areas, formulate relevant solutions, and present solutions effectively.

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

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