Technical Account Manager- Digital

Varonis Systems, Inc.; United States; Hybrid; USD 90,000 - 135,000; Full time

Job summary

Varonis Systems, Inc. is seeking a Hybrid Digital Technical Account Manager (TAM) to blend customer success with technical account management in a post-sales capacity.

You will partner with Sales to deliver cyber security outcomes to a portfolio of customers, leveraging automation and scalable touchpoints rather than 1:1 coverage. The role focuses on renewal predictability, customer engagement, and platform health, with a Find/Fix/Alert/Label methodology to drive measurable outcomes and a

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 escalate renewal risks through defined cadences.
• Drive internal renewal risk cadence meetings.
• Ensure no surprise churn attributable to lack of engagement, ownership, or visibility.
• Automated email campaigns.
• Webinars.
• Working sessions / “Office hours”
• Validate that customers remain meaningfully engaged.
• 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.

Skills

Post-sales motions

Data-driven storytelling

Customer success

Cross-functional collaboration

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

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

• 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 escalation renewal risks through defined cadences
• Drive internal renewal risk cadence meetings
• Ensure no surprise churn attributable to lack of engagement, ownership, or visibility
• 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:
• 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 achievesboth successful retention and expansion outcomes