Strategic Account Manager

Varonis•Minneapolis, MN

About The Position

Varonis is seeking a Strategic Account Manager to sell and present its products and services to current customers and new prospective accounts. The Strategic Account Manager works with a local Sales Engineer to build a strong business justification for end users and meet or exceed the annual sales quota. The role includes prospecting, presenting, managing customer relationships and issues, supporting reseller communications, maintaining CRM records, and participating in marketing events as needed. Travel varies by territory.

Requirements

Bachelor’s degree from a four-year college or university, or 5+ years of business-to-business sales experience or training, or an equivalent combination of education and experience.
Prior experience selling security software products through channel partners.
Strong communication and presentation skills.
A healthy list of pre-established and prospective contacts in the assigned territory.
Willingness to learn the technical aspects of selling Varonis products.
Demonstrated achievement focus, including persistence, overcoming obstacles, recognizing opportunities, setting and achieving challenging goals, and taking calculated risks.
Demonstrated sales skills, including achieving sales goals, initiating contacts, maintaining customer satisfaction and records, submitting information promptly, and overcoming objections.
A strong sense of urgency, attention to detail, and ability to prioritize efficiently.
Customer service skills, including managing difficult situations, meeting commitments, responding promptly, and soliciting feedback.
Problem-solving skills, including timely identification and resolution of problems, information analysis, and development of alternative solutions.
Written communication skills, including clear and informative writing, editing for spelling and grammar, presenting numerical data, and adapting writing style to audience needs.
Oral communication skills, including group presentation, listening, clarification, responding to questions, and speaking clearly and persuasively.
Adaptability to changes, competing demands, delays, and unexpected events.
Planning and organization skills, including prioritizing, efficient time use, setting goals, and developing realistic action plans.

Nice To Haves

Technology industry experience.
Salesforce and Microsoft Outlook skills.

Responsibilities

Prospect and identify key decision makers within targeted leads.
Present and sell Varonis products and services to current and potential clients.
Follow up on leads and referrals from field activity and maintain and expand contact databases within targeted organizations.
Conduct sales activities including prospecting, cold calling, booking appointments, performing demonstrations, and creating proposals.
Present to prospective C-level clients and resellers through product demonstrations.
Partner with Sales Managers and Channel Managers to determine a strategic sales approach.
Establish and maintain customer relationships by responding to requests and managing or resolving customer issues.
Support reseller communications 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.