DescriptionAccount Manager
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
We invite you to check out our Instagram Page to gain further insight into the Varonis culture!
