Mid-Market Sales Representative

Mid-Market Sales Representative

The Company: Varonis (Nasdaq: VRNS) is a leader in data security, fighting a different battle than conventional cybersecurity companies. Our cloud-native Data Security Platform continuously discovers and classifies critical data, removes exposures, and detects advanced threats with AI-powered automation.

Thousands of organizations worldwide trust Varonis to defend their data wherever it lives — across SaaS, IaaS, and hybrid cloud environments. Customers use Varonis to automate a wide range of security outcomes, including data security posture management (DSPM), data classification, data access governance (DAG), data detection and response (DDR), data loss prevention (DLP), and insider risk management.

Varonis protects data first, not last. Learn more at www.varonis.com.

The Role: The Mid-Market Sales Representative is responsible for selling and presenting Varonis’ products and services to current and net-new prospective enterprise accounts. The Varonis Mid-Market Sales Representative 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.

The 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.
• Microsoft Dynamics and Microsoft Outlook skills preferred.
• Prior experience selling security software products through use of channel partners.
• Strong communication and presentation skills.
• Healthy list of pre-established and prospective contacts in given territory

The Responsibilities:

• Prospect and identify key decision makers within the targeted customer accounts.
• Present and sell Varonis’ products and services to current customers.

• 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 includes prospecting, booking appointments, performing

demos, running quarterly business reviews, and creating proposals.

• Present to C-Level prospective customers 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 detail in Customer Relationship

Management system (CRM).

• Participate in marketing events such as seminars and trade shows when necessary.
• Percent of travel varies by territory.

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 mak