Overview
The Account Manager is responsible for selling and presenting Varonis’ products and services to current and net-new prospective enterprise accounts. The 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 annual quota is met or exceeded.
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 including prospecting, cold calling, booking appointments, performing demos, and creating proposals.
* Present to C-Level prospective clients as well as to resellers through effective and engaging 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 detail in the Customer Relationship Management system (CRM).
* Participate in marketing events such as seminars and trade shows when necessary.
* Percentage of travel varies by territory.
Requirements
* Bachelor’s Degree from a four-year college/university OR 5+ years of business-to-business sales experience/training OR an equivalent combination of education and experience.
* Technology industry experience preferred.
* SalesForce and Microsoft Outlook skills preferred.
* Prior experience selling security software products through channel partners.
* Strong communication and presentation skills.
* Healthy list of pre-established and prospective contacts in the given territory.
* Willingness to learn technical aspects of selling the Varonis product.
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 in a timely manner with strong attention to detail;
prioritization is 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 in a timely manner;
gathers and analyzes information skillfully;
develops alternative solutions.
* Written Communications:
Edits work for spelling and grammar;
presents numerical dataeffectively;
varies writing style tomeet 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.
Details
* Seniority level:
Mid-Senior level
* Employment type:
Full-time
* Job function:
Sales and Business Development
* Industries:
Computer and Network Security
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.
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