The Role
Manages and develops a team of Sales Engineers responsible for pre-sales, technical presentations, product demonstrations, customer management, account expansion, and quota attainment. Provides coaching, performance reviews, technical capability assessments, and career development while standardizing sales engineering practices, ensuring CRM adoption, supporting sales campaigns, and collaborating with Sales leadership.
Summary Generated by Built In
Job Description
Job Title: Manager, Sales Engineering
FLSA Status: Exempt
Department: Sales
Summary
The Sales Engineering Manager is responsible for hiring, mentoring, and assessing Sales Engineers as it relates to their pre-sales and account management responsibilities.
As the Sales Engineering Manager, you will oversee a team of Sales Engineers and your goal will be to build out the team, guaranteeing that you and your team meet and/or exceed your given sales quota.
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, identify and address problem areas, formulate relevant solutions, and present 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 or 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 be able 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
To perform this job successfully, an individual should demonstrate the following 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; strives 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 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!
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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.
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Skills Required
- Bachelor's degree or equivalent from a four-year college or technical school
- 3-5 years of experience in a customer-facing role, or equivalent combination of education and experience
- Ability to communicate effectively with executive-level customers, direct reports, and leadership through presentations, telephone, and remote conferencing
- Ability to teach consultative selling methods for identifying new and existing opportunities
- Ability to manage multiple tasks, projects, and responsibilities simultaneously
- Goal-driven ability to train sales personnel and close sales effectively
- Ability to lead a team and meet monthly, quarterly, and annual quota requirements
- Ability to work under pressure and meet deadlines while maintaining a professional attitude
- History of successfully leading a team that drives target attainment
Varonis Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Varonis and has not been reviewed or approved by Varonis.
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Healthcare Strength — Healthcare coverage is positioned as comprehensive, including medical, dental, and vision options that start immediately in some locations. The package is frequently characterized as a strong part of the overall rewards offering alongside other core benefits.
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Retirement Support — Retirement benefits include a 401(k) with company matching (or a pension plan by region), which strengthens the long-term value of the package. Participation is complemented by additional ownership programs that increase total-rewards attractiveness.
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Equity Value & Accessibility — Equity-related rewards such as stock options and an employee stock purchase plan (ESPP) are a notable part of the total compensation mix. These elements are often cited as helping offset middling perceptions of base pay, especially where equity participation is accessible.
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The Company
What We Do
Varonis is a pioneer in data security and analytics, fighting a different battle than conventional cybersecurity companies. Varonis focuses on protecting enterprise data on premises and in the cloud: sensitive files and emails; confidential customer, patient and employee data; financial records; strategic and product plans; and other intellectual property. The Varonis Data Security Platform detects insider threats and cyberattacks by analyzing data, account activity, perimeter telemetry, and user behavior; prevents and limits disaster by discovering, classifying and locking down sensitive, regulated and stale data; and efficiently sustains a secure state with automation. With a focus on data security, Varonis serves a variety of use cases including data protection, threat detection and response, and compliance. Varonis started operations in 2005 and, as of December 31, 2018, had approximately 6,600 customers worldwide — comprised of industry leaders in many sectors including technology, consumer, retail, financial services, healthcare, manufacturing, energy, media, and education.
