Strategic Account Manager

Varonis; New York (NY); On-site; USD 250,000 - 350,000; Full time

Job summary

A leading data security firm is seeking a Strategic Account Manager based in or near New York. The role involves presenting products and services to current and new enterprise accounts. Ideal candidates will have over 5 years of B2B sales experience, preferably in computer software, with strong communication skills. The position offers a competitive salary ranging from $250,000 to $350,000 annually, reflecting experience and qualifications, including potential commission components.

Qualifications

• 5+ years of business-to-business sales experience preferably selling computer software.
• Strong communication and presentation skills.
• A healthy list of pre-established and prospective contacts in a given territory.

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.

Skills

Business-to-business sales experience

Communication and presentation skills

Salesforce

Microsoft Outlook

Technical selling

Education

Bachelor’s degree from a four-year college/university

Job description

Company Overview

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 a Strategic Account Manager who will be 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. We are seeking candidates based in or near the New York City Metro area.

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 preferred.

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.

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.

Salary

USD 350,000 - 250,000 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 U.S. are detailed here.

Equal Employment Opportunity

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.