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Strategic Account Manager

1 month ago

San Francisco, California, United States Varonis Full time
Job Title: Strategic Account Manager

Description

As a Strategic Account Manager at Varonis, you will be responsible for selling and presenting our products and services to current and net-new prospective enterprise accounts. You will work closely with a local Sales Engineer to build a strong business justification and meet/exceed annual quotas.

Responsibilities:

  • Identify key decision-makers within targeted leads and present Varonis' products and services.
  • Prospect and sell to current and potential clients, following up on leads and referrals.
  • Uphold sales activities, including prospecting, cold calling, booking appointments, and creating proposals.
  • Partner with Sales Managers and Channel Managers to determine a strategic sales approach.
  • Establish and maintain current customer relationships, 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 the Customer Relationship Management system (CRM).
  • Participate in marketing events, such as seminars and trade shows, as necessary.

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.
  • A healthy list of pre-established and prospective contacts in the given territory.
  • Willingness to learn technical aspects of selling the Varonis product.

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.