Manager of Sales Engineering

Responsibilities

Lead the Sales Engineering team in following sales methodology and best practices, as well as ensuring proper use of CRM system

Provide ongoing mentorship to SEs to teach technical and non-technical pre-sales techniques for securing new clients, managing customers, and account expansion to support upsell

Conduct reviews of technical capabilities to ensure SEs reach and maintain required technical knowledge and to effectively perform their pre-sales duties

Provide periodic performance reviews, handle personal issues, competitive losses/wins, and personal/professional developmental opportunities

Assess skill sets and provide ongoing coaching and feedback to team members in order to meet objectives, reinforce sales methodologies, and provide guidance on career path direction

Support SR/SE teams with their sales campaigns and customer management activities in order to ensure high rate of success and achieve revenue targets, by assessing customer information, identifying and addressing problem areas, formulating relevant solutions, and presenting solutions effectively

Deliver sales presentations, present technical information about Varonis’ products and services, and conduct product demonstrations

Collaborate with Sales management to identify opportunities to improve upon and standardize best practices in SE/SR relationship

Requirements

Bachelor’s Degree or equivalent from a four-year college or technical school and 3-5 years of experience in a customer‑facing role or equivalent combination of education and experience

Proven ability to communicate effectively in presentations in person, via telephone, and through remote conferencing with executive‑level customers, direct reports, and the Varonis Leadership Team

Ability to teach ways to identify new and existing opportunities through basic consultative selling methodology

Proven self‑starter with a motivated attitude to manage multiple tasks, projects, and responsibilities simultaneously

Goal‑driven with the ability to train sales people to close sales effectively

Ideally a history of successfully leading a team that drives target attainment

Must be able to lead a team and meet monthly, quarterly, and annual quota requirements

Ability to work under pressure and meet deadlines, while maintaining a pleasant and professional attitude towards customers and co‑workers

Competencies

Analytical: Collects and researches data; designs workflows and procedures; identifies data relationships and dependencies; synthesizes complex or diverse information; uses intuition and experience to complement data

Technical Skills: Assesses own strengths and weaknesses as well as those of direct reports; thrives to continuously build knowledge and skills; shares expertise with others

Sense of Urgency: Displays a matter of utmost urgency; understands the importance of making critical business decisions in a timely manner 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 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; is 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

Salary and Benefits
Salary: USD 275,000 – 290,000 annually. The salary range depends on candidate’s experience, qualifications, and abilities. If the salary indicated above is on an annual basis, it may include a target‑based commission component. The salary shall be paid on a semi‑monthly basis. Further benefits that are offered to Varonis employees in the US are detailed here.

Equal Employment Opportunity
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.

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