Technical Account Manager - Digital

Varonis; United States; Hybrid; USD 90,000 - 140,000; Full time

Job summary

Varonis is seeking a Technical Account Manager – Digital to join our hybrid post‑sales team. You will partner with Sales to deliver cybersecurity outcomes for a portfolio of customers, leveraging automation and scalable engagement to drive adoption and renewal.

In this role, you will own the customer lifecycle from onboarding to renewal, monitor platform health and usage signals, and translate data into actionable outcomes while maintaining clear documentation and consistent communication with

Qualifications

• Strong understanding of post-sales motions in a SaaS environment.
• Ability to operate across technical, operational, and customer-facing topics.
• Data-driven narrative skills to explain account health.
• Clear written communication and structured customer messaging.

Responsibilities

• 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.
• Drive renewal risk cadence meetings and escalate renewal risks.
• Deliver scalable customer engagement via email campaigns, webinars, and office hours.
• Monitor platform health and usage signals to drive outcomes.
• Maintain accurate CRM data and document risks, actions, and decisions.

Skills

Post-sales SaaS

Data-driven storytelling

Cross-functional collaboration

Executive communication

Account health management

Renewal risk management

Job description

Job Description

Job Title: Technical Account Manager – Digital

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 of 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

• 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

• 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
• Renewal & Risk Management
• Proactively identify, document, and elevate 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
• 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
• 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
• 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

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 achieves both successful retention and expansion outcomes

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

@VaronisLife