Commercial Sales Manager

Varonis • Morrisville, NC

20h • Hybrid

About The Position

Commercial Sales Manager
The Company: Varonis (Nasdaq: VRNS) is a leader in data security, fighting a different battle than conventional cybersecurity companies. Our cloud-native Data Security Platform continuously discovers and classifies critical data, removes exposures, and detects advanced threats with AI-powered automation.
Thousands of organizations worldwide trust Varonis to defend their data wherever it lives — across SaaS, IaaS, and hybrid cloud environments. Customers use Varonis to automate a wide range of security outcomes, including data security posture management (DSPM), data classification, data access governance (DAG), data detection and response (DDR), data loss prevention (DLP), and insider risk management.
Varonis protects data first, not last. Learn more at www.varonis.com.
The Role: We are seeking a driven Commercial Sales Manager to manage a team that sells and presents Varonis’ products and services to current and net-new prospective small to medium-sized accounts. The Varonis Commercial Sales Manager will work with a team of Inside Sales Representatives, assisting in hiring, training and managing a team, building a strong business justification to the end-user, while ensuring that the given annual quota is met/exceeded. This team is designed to provide a growth path for our ISRs to our Outside Sales team, working with large enterprise accounts. Therefore, part of your role as a Team Lead is to coach and prepare your team for that next step in their careers.
As an incoming Commercial Sales Manager, you will also be provided with exceptional education and training around Varonis products, value proposition, and industry. During training, you will learn how to convey the value of Varonis products to the top positions within the cyber security industry.
The Location: We are considering candidates who are able to work by hybrid model based out of Morrisville, NC. Percent of travel varies by territory.

Requirements

• Bachelor’s Degree from a four-year College/University and 2 – 3 years of business-to-business sales experience/management/training OR the equivalent combination of education and experience.
• Ability to work with other areas of the business to help support the team in new customer acquisition and supporting current customer needs (field sales, marketing, professional services, support, etc.)
• Experience accurately forecasting sales revenue: monthly, quarterly and weekly
• Ability to teach the team how to qualify opportunities to determine a path to purchase
• Sales Management Experience
• Quantifiable success as an individual sales contributor
• Prior experience selling security software products through the use of channel partners.
• Strong communication and presentation skills.
• Willingness to learn technical aspects of selling the Varonis product
• A strong sense of urgency and the ability to thrive in a fast paced, dynamic environment

Responsibilities

• With internal recruiters’ assistance, interview, hire and onboard employees to support head count requirements
• Provide hands-on coaching to the team to help them improve the articulation of Varonis’ value prop and sales process
• Recognize trends in the team’s need for professional development and coordinate training based on defined needs
• Ensure that the team is meeting metric requirements necessary to support pipeline development and to exceed quota requirements (prospecting, meetings, evals, sales)
• Ensure accurate new business forecasting and renewal revenue
• Assess employees’ talents to determine gaps to be addressed or recognizing talents that would justify promotion to other areas of the business.
• Assist employees with closing of business while also training them to function independently
• Coach the team on how to leverage channel partnerships to increase activity metrics around meetings, evals and sales revenue

What This Job Offers

• Job Type: Full-time
• Career Level: Manager