Strategic Account Manager

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.