Technical Account Manager - Digital

varonis-internal; United States; Hybrid; USD 110,000 - 170,000; Full time

Job summary

Varonis is seeking a Digital Technical Account Manager to blend customer success with technical account management in a hybrid, post‑sales role. You will partner with Sales to deliver cybersecurity outcomes to a portfolio of customers, using automation and scalable touchpoints rather than heavy 1:1 coverage.

You will monitor platform health, drive renewal risk management, and translate usage signals into actionable outcomes, delivering a consistent Varonis experience across a broad customer base.

Qualifications

• Strong understanding of post‑sales motions in a SaaS environment.
• Ability to operate across technical, operational, and customer‑facing topics.
• High comfort level with using data to tell a narrative regarding account health.
• Strong execution discipline and follow‑through.
• Ability to influence customer behavior.
• Clear written communication and structured customer messaging.

Responsibilities

• Own the customer lifecycle from onboarding through renewal.
• Act as the single post‑sales point of accountability for customer success.
• Maintain clear ownership of customer follow‑ups, risks, actions, and outcomes.
• Proactively identify, document, and upscale renewal risks through defined cadences.
• Drive internal renewal risk cadence meetings.
• Ensure no surprise churn attributable to lack of engagement, ownership, or visibility.
• Maintain accurate and up‑to‑date risk tracking.
• Drive scalable customer engagement through automations, webinars, and office hours.
• Deliver against KPIs for Find/Fix/Alert/Label outcomes.
• Monitor platform health and usage signals to guide actions.

Skills

Post-sale motions

Cross-functional collaboration

Data-driven storytelling

Execution discipline

Customer influence

Job description

Job Description

Job Title: Technical Account Manager – Digital

Summary

The Digital Technical Account Manager (TAM) is a hybrid post‑sales role combining Customer Success and Technical Account Management responsibilities. The Digital TAM will partner closely with Sales teams to deliver cyber security outcomes to a portfolio aligned customers.

The Digital TAM model is designed to deliver a scalable, consistent, and outcome‑driven customer experience, leveraging automation, telemetry, and targeted engagement rather than heavy 1:1 coverage.

This role is enabled by automation and repeatable workflows that reduce manual effort and support scale, allowing delivery of a consistent, outcome‑driven customer experience without reliance on heavy 1:1 coverage.

Primary Objectives

The TAM is accountable for:

• Ensuring renewal predictability and risk visibility for covered accounts
• Driving customer engagement and self‑adoption through scalable touchpoints
• Monitoring and improving platform health and usage signals
• Translating usage via a Find / Fix / Alert / Label methodology, and engagement indicators, into actionable outcomes
• Delivering a uniform Varonis experience across a large customer portfolio

Responsibilities

1. End‑to‑End Customer Ownership

• Own the customer lifecycle from onboarding through renewal
• Act as the single post‑sales point of accountability for customer success
• Maintain clear ownership of customer follow‑ups, risks, actions, and outcomes

2. Renewal & Risk Management

• Proactively identify, document, and upscale renewal risks through defined cadences
• Drive internal renewal risk cadence meetings
• Ensure no surprise churn attributable to lack of engagement, ownership, or visibility
• Maintain accurate and up‑to‑date risk tracking

3. Customer Engagement (Scalable Model)

• Drive customer engagement using scalable touchpoints, including:
  • Automated email campaigns
  • Webinars
  • Working sessions / “Office hours”
• Validate that customers remain meaningfully engaged

4. Platform Health, Usage & Adoption Monitoring

• Continuously monitor customer health signals and act accordingly:
  • Deliver against KPIs for “Find”, “Fix”, “Alert” and “Label” value outcomes
  • Platform usage metrics (e.g. WebUI activity, automation usage where applicable)
• Treat usage trends as leading indicators, not just outcomes
• Identify patterns such as:
  • High usage with potential
  • Low usage requiring improvement
  • Drop in usage as early risk signals

5. Reporting, Visibility & Hygiene

• Ensure:
  • Accurate data in CRM
  • Consistent tracking of engagement and health indicators
  • Clear documentation of risks, actions, and decisions
• Provide leadership with predictable, explainable signals, not anecdotal updates

Requirements

• Strong understanding of post‑sales motions in a SaaS environment
• Ability to operate across technical, operational, and customer‑facing topics
• High comfort level with using data to tell a narrative regarding account health
• Strong execution discipline and follow‑through
• Ability to influence customer behavior
• Clear written communication and structured customer messaging

The Digital TAM is successful when:

• Renewal risks are identified early and escalated through the defined process
• There is no surprise churn linked to lack of engagement or ownership
• A meaningful percentage of TAM‑covered customers engage in at least one scalable touchpoint per month (webinars, clinics, campaigns)
• Platform health and usage signals are stable or improving over time
• Customer backlogs remain manageable, with no critical unanswered requests
• Data and reporting enable leadership to make confident decisions about scalability and rollout
• Both post‑sales and pre‑sales goals are being met through a cohesive strategy which achieve both successful retention and expansion outcomes

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