Account Manager

Job Description  

Job Title: Account Manager  

FLSA Status:Exempt  

Department:Sales  

Summary  

The Account Manager is responsible for selling and presenting Varonis’ products and services to current and net-new prospective enterprise accounts.  

The Varonis Account Manager will be aligned with a local Sales Engineer. The goal, as a team, will be to build a strong business justification to the end user, while ensuring that the given annual quota is met/exceeded.  

Responsibilities  

• Prospect and identify key decision makers within the targeted leads.
• Present and sell Varonis’ products and services to current and potential clients.
• Follow up on leads and referrals resulting from field activity, while maintaining and expanding the database of contacts within the targeted organizations.
• Uphold sales activities which include prospecting, cold calling, booking appointments, performing demos, and creating proposals.
• Present to C-Level prospective clients as well as to resellers through effective and enticing product demonstrations.
• Partner with Sales Managers and Channel Managers to determine a strategic sales approach.
• Establish and maintain current customer relationships by responding to customer requests and managing/resolving customer issues.
• Support the reseller communication channel 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.
• Percent of travel varies by territory.

Requirements  

• 5+ years of business-to-business sales experience/preferably selling computer software.
• Security Software industry experience preferred.
• Salesforce and Microsoft Outlook skills preferred.
• Prior experience selling software products through use of channel partners is a plus.
• Strong communication and presentation skills.
• A healthy list of pre-established and prospective contacts in a given territory.
• Willingness to learn technical aspects of selling the Varonis product.
• Bachelor’s Degree from a four-year College/University is preferred.

Competencies  

To perform this job successfully, an individual should demonstrate the following 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 decisions promptly with strong attention to detail; realizes that efficiency and prioritization are 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 promptly; gathers and analyzes information skillfully; develops alternative solutions.
• Written Communications: Ed