Key Facts

Remote From:

Full time

Senior (5-10 years)

English

Hard Skills

Software Sales Cold Calling Business Communication Account Management Sales Management Proposal Development Salesforce Sales Management Channel Management Lead Generation Account Management Customer Relationship Management Trade Show Sales Software Security Sales Management Channel Sales Business Negotiation Communication Sciences Forward Planning

Other Skills

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Microsoft Outlook
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Adaptability
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Active Listening
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Time Management
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Customer Service
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Goal-Oriented
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Verbal Communication Skills
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Problem Solving

Roles & Responsibilities

5+ years of B2B software sales experience (preferably security software)
Salesforce and Microsoft Outlook skills preferred
Strong communication and presentation skills
Bachelor’s Degree from a four-year college/university preferred

Requirements:

Prospect and identify key decision makers; present and sell Varonis’ products to current and new enterprise accounts
Follow up on leads, book appointments, perform demos, create proposals, and maintain/expand CRM contacts; uphold proactive prospecting and cold calling
Present to C-Level clients and resellers through compelling product demonstrations; partner with Sales Managers and Channel Managers on strategic sales approaches
Maintain accurate account information in CRM, support reseller communications throughout the sales process, and participate in marketing events; travel varies by territory

Varonis

About Varonis

Varonis is a pioneer in data security and analytics, fighting a different battle than conventional cybersecurity companies. Varonis focuses on protecting enterprise data: sensitive files and emails; confidential customer, patient, and employee data; financial records; strategic and product plans; and other intellectual property. The Varonis Data Security Platform detects cyber threats from both internal and external actors by analyzing data, account activity, and user behavior; prevents and limits disaster by locking down sensitive and stale data; and efficiently sustains a secure state with automation. Varonis products address additional important use cases including data protection, data governance, Zero Trust, compliance, data privacy, classification, and threat detection and response. Varonis started operations in 2005 and has customers spanning leading firms in the financial services, public, healthcare, industrial, insurance, energy and utilities, technology, consumer and retail, media and entertainment, and education sectors.

Company type: XLarge

Founded: 2018

Company size: 1001 - 5000

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Job description

Description

Job Description

Job Title: Account Manager

FLSA Status:Exempt

Department:Sales

Summary

The Account Manager is responsible for selling and presenting Varonis’ products and services to current and net-new prospective enterprise accounts.

The Varonis 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 given annual quota is met/exceeded.

Location: This is a remote position; however, we are seeking candidates based in the Grand Rapids Area.

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 through effective and enticing 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 details in the 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 computer software.
Security Software industry experience preferred.
Salesforce and Microsoft Outlook skills preferred.
Prior experience selling software products through use of channel partners is a plus.
Strong communication and presentation skills.
A healthy list of pre-established and prospective contacts in a given territory.
Willingness to learn technical aspects of selling the Varonis product.
Bachelor’s Degree from a four-year College/University is preferred.

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; realizes 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!

@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.