Competitive Intelligence Analyst

Varonis

2d•Remote

About The Position

Varonis is a leader in AI and data security, protecting over 8,000 customers from cyberattacks. We are seeking a highly technical and curious Competitive Intelligence Analyst to lead our CI program. The primary goal is to help Varonis win by researching competitors, validating their claims, developing winning strategies, and creating tools and automation for scalable, self-serve competitive insights for the sales team. This role will leverage AI agents to automate CI functions, enabling real-time self-service for sales teams and accelerating research and analysis.

Requirements

5+ years in the cybersecurity market, with a strong focus on data, identity, and cloud security.
3+ years of relevant experience in one or more of: sales engineering/pre-sales, field-facing competitive intelligence, solutions or technical marketing, product marketing, or product management.
A strong technical foundation and the ability to break down complex systems into actionable insight.
Hands-on comfort with AI agents and automation, or genuine eagerness to learn fast. We want someone curious enough to run their own experiments and wire workflows together, not someone waiting for a tool to be handed to them.
Proven ability to simplify complex technical ideas into practical, succinct guidance and executive summaries.
Excellent written, verbal, and visual communication skills, with impeccable attention to detail and experience presenting to executives.
Insatiable curiosity about the cybersecurity market. You already track its every move.

Nice To Haves

You're technical to the core. We win in the weeds, so you understand competitor architectures, deployment realities, and product gaps well enough to hold your own with any SE or CSA.
You speak the language of the field, not marketing speak. You understand the sales and pre-sales motion and how deals are actually won and lost, which is why the field pulls you into their calls.
You're genuinely excited about AI, not intimidated by it. You see agents as leverage, and you enjoy designing and tuning workflows that scale your impact across the whole field.
You're a skeptic by instinct. You carry a healthy skepticism toward marketing claims and unsupported narratives. You validate before you repeat.
You're a builder with a bias for action. You have an ownership mentality and a track record of taking projects from idea to execution to results.

Responsibilities

Provide tailored, proactive support on competitive deals, addressing competitor-specific challenges before they stall an opportunity.
Develop a deep rapport with the field so you're the first call when a competitor shows up in a deal.
Build the tools that win deals: battlecards, playbooks, kill sheets, customer-facing comparisons, and technical positioning, all written to be used, not filed away.
Produce sharp materials. Clear points, backed by specific, real examples, not a wall of content or vague positioning.
Run quarterly win/loss analysis with product marketing to understand why we win, why we lose, and how to improve competitive conversion rates.
Connect the dots across functions, feeding deal insight to sales, roadmap input and product gaps to product, and positioning and messaging to marketing.
Maintain an ongoing pulse on the market, monitoring competitor product updates, announcements, and strategy shifts.
Share timely, sourced analysis with the stakeholders who need it, and build compelling narratives, including win-wires, that the field remembers and repeats.
Own and continuously improve CompetiBot, our competitive intelligence agent, and the automation behind it, so the field can self-serve accurate, sourced competitive answers at scale.
Design, prompt, and tune agent-based workflows that monitor the market, synthesize intelligence, and surface field-ready guidance, freeing you for higher-order analysis.