Description
Job Description
Job Title: Strategic Account Manager – Cloud Sales Specialist
FLSA Status:Exempt
Department: Sales
Summary
As a Cloud Sales Specialist, you will drive the sale of the Varonis cloud portfolio in the Southeast Region of the US to current and net-new prospective enterprise accounts. Additionally, you will work with a variety of other teams (internal and external) to execute the overall Go-to-Market plan in the region challenging assumptions and enabling scale.
Will need to build a strong business justification to the end-user for each deal, while ensuring that the given annual quota is met/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 which include prospecting, cold calling, booking appointments, performing demos, and creating proposals.
• Present to C-Level prospective clients as well as to resellers, and alliance partners (AWS, Microsoft, Salesforce) through effective and enticing product demonstrations.
• Partner with Sales Managers, Channel Managers, and Alliance 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 details in Customer Relationship Management system (CRM).
• Participate in marketing events such as seminars and trade shows when necessary.
• Percent of travel varies by territory.
Requirements
• 5+ years of business-to-business sales experience/preferably selling saas software.
• Security Software industry experience preferred.
• Salesforce and Microsoft Outlook skills preferred.
• Prior experience selling software products through the use of channel partners and alliance partners is a plus.
• Strong communication and presentation skills.
• Willingness to learn technical aspects of selling the Varonis product.
• Bachelor’s Degree from a four-year College/University is preferred.
• Some travel required (~25%) for regional trade shows and alliance partner events
Competencies
To perform this job successfully, an individual should demonstrate the following 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 promptly with strong attention to detail; realization that efficiency and prioritization are 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 promptly; gathers and analyzes information skillfully; develops alternative solutions.
• Written Communications: Edits work for spelling and grammar; presents numerical data effectively; varies writing style to meet 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.
We invite you to check out our Instagram Page to gain further insight into the Varonis culture!
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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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