Federal Account Executive -Civilian

Federal Account Executive

The Company: Varonis 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.

The Role: We are seeking a Federal Account Executive who will be responsible for selling and presenting Varonis' products and services to current and net-new prospective civilian accounts such as DHS, State, Justice, HHS, US Courts, etc. The Varonis Federal Account Executive will be aligned with a local Federal Sales Engineer. The goal, as a team, will be to build a strong business justification for the end user, while ensuring that the given annual quota is met/exceeded.

Location: We are seeking candidates based in the DC, Maryland, and Virginia Metro Area.

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 detail in the Customer Relationship Management system (CRM).
• Participate in marketing events, such as seminars and trade shows, as needed.
• The percentage of travel varies by territory.

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
• Prior experience selling security software products through the use of channel partners to Federal Civilian Agencies
• Salesforce and Microsoft Outlook skills preferred
• 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
• A security clearance is preferred

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

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.