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Strategic Account Manager

Strategic Account Manager

VaronisToronto, Canada
30+ days ago
Salary
CAD58 hourly
Job description

Description

Job Title : Account ManagerFLSA Status : ExemptDepartment : SalesSummaryThe Account Manager is responsible for selling and presenting Varonis’ products and services to current and net-newprospective enterprise accounts.The Varonis Account Managerwill 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.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 includes 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 detail 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

  • Bachelor’s Degree from a four-year College / University OR 5+ years of business-to-business sales experience / training OR equivalent combination of education and experience.
  • Technology industry experience preferred.
  • Salesforce and Microsoft Outlook skills preferred.
  • Prior experience selling security software products through use of channel partners.
  • Strong communication and presentation skills.
  • Healthy list of pre-established and prospective contacts in given territory.
  • Willingness to learn technical aspects of selling the Varonis product.

    • CompetenciesTo 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 decision in a timely manner with strong attention to detail; realization that efficiency and 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 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.