Technical Account Manager

Varonis; Seattle (WA); On-site; USD 120,000 - 180,000; Full time

Job summary

Varonis is seeking a Technical Account Manager (TAM) to be the primary customer contact and first line of defense for data. You will onboarding customers, drive value, and provide ongoing support across cloud data and AI systems.

You will translate Varonis capabilities into reduced risk and safe AI adoption, while collaborating with Sales and engineering to ensure successful renewals and upsell opportunities.

Qualifications

• Bachelor’s Degree or equivalent experience.
• 4+ years in a customer-facing role at a Cloud Security, Cyber Security, or Data Security & Privacy company.
• Experience with enterprise SaaS/IaaS/PaaS environments (AWS, Azure, GCP, Salesforce, M365).
• Knowledge of enterprise IT, cloud IAM, and security technologies.
• Understanding of data classification, governance, and DSPM concepts.
• Familiarity with AI/LLM data risks and governance considerations.
• Outstanding customer service skills and ability to establish credibility with customers.
• Excellent communication and ability to engage technical and executive audiences.
• Proven problem-solving abilities.
• Commitment to customer success.
• Sales oriented; ability to identify and champion upsell opportunities with Sales.

Responsibilities

• Onboard Customers to Varonis platforms and deliver on-going value and support.
• Lead customers through discovery, remediation, alerting, and governance of sensitive data to ensure all data is protected from insider threats, cyber-attacks, and policy violations.
• Help customers identify and mitigate risks related to AI systems, including copilots, LLMs, and shadow AI usage.
• Drive measurable reduction in data exposure across cloud, SaaS, and data platforms.
• Ensure Customer success through proactive health checks, hands-on product usage and training, and sharing of best practices.
• Prepare and deliver quarterly business reviews, data risk assessments, and AI risk posture discussions.
• Alongside Sales, identify and champion upsell opportunities.
• Learn new Varonis products and develop expertise in client security ecosystems.
• Help Account Managers and Sales Engineers identify renewal risk and collaborate to remediate renewals.
• Serve as primary technical contact and coordinate with support and engineering teams.
• Advocate on behalf of customers with internal Varonis teams; document and escalate feedback.
• Engage with customers at all organizational levels including Infrastructure, AI/ML, Cloud, Privacy & Compliance, Security, Incident Response, and the C-suite.
• Identify, research, maintain control, and remediate customer issues; follow up with recommendations and action plans.
• Escalate customer issues to management when appropriate.
• Create knowledge base content for customer and internal reuse

Skills

Customer facing

Communication

Problem-solving

Team collaboration

Sales minded

Customer success mindset

Education

Bachelor’s Degree or equivalent experience

Tools

AWS

Azure

GCP

Salesforce

M365

Job description

Job Description

Technical Account Managers are the primary contact for Varonis customers and the first line of defense for data. All Varonis employees are Customer Success and Technical Account Managers are the tip of the spear. Technical Account Managers provide onboarding and proactive on-going value and support to Varonis customers, responsible for driving measurable security outcomes across cloud data, modern data platforms, and the AI systems that depend on them. TAMs are accountable for translating Varonis capabilities into reduced risk, controlled access, and safe AI adoption across customer environments. To be a successful Technical Account Manager you must be a motivated self-starter, be committed to on-going self-development and education and possess strong technical acumen and customer service skills.

Technical Account Managers are the primary contact for Varonis customers and the first line of defense for data. All Varonis employees are Customer Success and Technical Account Managers are the tip of the spear. Technical Account Managers provide onboarding and proactive on-going value and support to Varonis customers, responsible for driving measurable security outcomes across cloud data, modern data platforms, and the AI systems that depend on them. TAMs are accountable for translating Varonis capabilities into reduced risk, controlled access, and safe AI adoption across customer environments. To be a successful Technical Account Manager you must be a motivated self-starter, be committed to on-going self-development and education and possess strong technical acumen and customer service skills.

Responsibilities

• Onboard Customers to Varonis platforms and deliver on-going value and support
• Lead customers through discovery, remediation, alerting, and governance of sensitive data to ensure all data is protected from insider threats, cyber-attacks, and policy violations
• Help customers identify and mitigate risks related to AI systems, including copilots, LLMs, and shadow AI usage
• Drive measurable reduction in data exposure across cloud, SaaS, and data platforms
• Ensure Customer success through frequent proactive health checks, hands-on product usage and training, and development and sharing of best practices
• Prepare and deliver quarterly business reviews, data risk assessments, and AI risk posture discussions
• Alongside Sales, identify and champion upsell opportunities
• Learn new Varonis products as they are developed and released and develop expertise in your client’s unique security ecosystem(s)
• Help Account Managers and Sales Engineers identify renewal risk and collaborate to remediate and ensure successful renewals
• Serve as primary technical contact and augment our support and engineering teams
• Advocate on behalf of customers with appropriate internal Varonis teams to ensure customer feedback is adequately documented and assessed by appropriate parties
• Engage with customers at all levels of their organization, including but not limited to: Infrastructure, AI/ML, Cloud, Privacy & Compliance, Security, Incident Response, and the C-suite.
• Identify, research, maintain control, and remediate customers’ technical issues in a timely manner. Follow up promptly with recommendations and action plans and engage appropriate internal teams as required.
• Escalate customer issues to management when appropriate
• Create knowledge base content to capture new learning for customer and internal reuse

Requirements

• Bachelor’s Degree or equivalent experience
• 4+ Years working in a customer facing role at a Cloud Security, Cyber Security, or Data Security & Privacy company
• Experience working with enterprise SaaS/IaaS/PaaS environments (AWS, Azure, GCP, Salesforce, M365, etc.)
• Knowledge of enterprise IT, cloud, identity and access models (EntraID/IAM), and security technologies
• Understanding of data classification, governance, and DSPM concepts
• Familiarity with AI/LLM data risks and governance considerations (preferred)
• Outstanding customer service skills and ability to quickly establish technical credibility and relationships with customers
• Excellent communication skills with the ability to engage technical and executive audiences
• Proven problem-solving abilities
• Commitment to customer success
• Proven success in contributing to a team-oriented environment.
• Sales oriented.
• Proven ability to work creatively and analytically in a problem-solving environment.
• Excellent communication (written and oral) and interpersonal skills.

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

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.