Account Manager

Description

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 g oal, 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 .
• P resent 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 wit hin 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 e nticing product demonstrations.
• Partner with Sales Managers and Channel Managers to determ ine a strategic sales approach.
• Establish and maintain current customer relationships by responding to customer requests and managing/resolving customer issues.
• Support the reseller communication channe l 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 busine ss-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.
• Bach elor’s Degree from a four-year College/U niversity is preferred.

Competencies

To perform th is 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 priorit ization are critical to success.
• Customer Service : M anages 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 : 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.

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Varonis is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, national origin, disability, veteran status, and other legally protected characteristics.