Strategic Account Manager

Varonis Home•Minneapolis, MN

About The Position

The Strategic Account Manager sells and presents Varonis products and services to current customers and prospective accounts. Working with a local Sales Engineer, the Account Manager builds business justifications for end users and works to meet or exceed the annual sales quota. The role includes developing customer and reseller relationships, maintaining account records in the CRM system, and participating in marketing events as needed. Travel varies by territory.

Requirements

Bachelor’s degree from a four-year college or university, or at least 5 years of business-to-business sales experience or training, or an equivalent combination of education and experience.
Experience selling security software products through channel partners.
Strong communication and presentation skills.
A 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.
Sales skills, including achieving sales goals, initiating contacts, maintaining customer satisfaction and records, submitting information promptly, and overcoming objections.
Sense of urgency, attention to detail, and ability to prioritize efficiently.
Customer service skills, including handling difficult situations, meeting commitments, responding promptly, and seeking feedback.
Problem-solving skills, including timely issue resolution, information analysis, and development of alternative solutions.
Written communication skills, including clear, informative writing and effective presentation of numerical data.
Oral communication skills, including group presentations, active listening, clarification, and persuasive speaking.
Adaptability to changing work environments, competing demands, delays, and unexpected events.
Planning and organization skills, including prioritizing work, managing time, 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 prospective clients.
Follow up on leads and referrals generated through field activity and maintain and expand contact databases within targeted organizations.
Conduct prospecting and cold calling, book appointments, perform demonstrations, and create proposals.
Present to C-level prospective 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.
Work with a local Sales Engineer to build business justifications and meet or exceed the annual quota.