Job Description
Job Title: Technical Account Manager – Digital
Summary
The Digital Technical Account Manager (TAM) is a hybrid post‑sales role combining Customer Success and Technical Account Management responsibilities. The Digital TAM will partner closely with Sales teams to deliver cyber security outcomes to a portfolio of aligned customers.
The Digital TAM model is designed to deliver a scalable, consistent, and outcome‑driven customer experience, leveraging automation, telemetry, and targeted engagement rather than heavy 1:1 coverage.
This role is enabled by automation and repeatable workflows that reduce manual effort and support scale, allowing delivery of a consistent, outcome‑driven customer experience without reliance on heavy 1:1 coverage.
Primary Objectives
The TAM is accountable for:
- Ensuring renewal predictability and risk visibility for covered accounts
- Driving customer engagement and self‑adoption through scalable touchpoints
- Monitoring and improving platform health and usage signals
- Translating usage via a Find / Fix / Alert / Label methodology, and engagement indicators, into actionable outcomes
- Delivering a uniform Varonis experience across a large customer portfolio
Responsibilities
1. End‑to‑End Customer Ownership
- Own the customer lifecycle from onboarding through renewal
- Act as the single post‑sales point of accountability for customer success
- Maintain clear ownership of customer follow‑ups, risks, actions, and outcomes
2. Renewal & Risk Management
- Proactively identify, document, and escalate renewal risks through defined cadences
- Drive internal renewal risk cadence meetings
- Ensure no surprise churn attributable to lack of engagement, ownership, or visibility
- Maintain accurate and up‑to‑date risk tracking
3. Customer Engagement (Scalable Model)
- Drive customer engagement using scalable touchpoints, including:
- Automated email campaigns
- Webinars
- Working sessions / “Office hours”
- Validate that customers remain meaningfully engaged
4. Platform Health, Usage & Adoption Monitoring
- Continuously monitor customer health signals and act accordingly:
- Deliver against KPIs for “Find”, “Fix”, “Alert” and “Label” value outcomes
- Platform usage metrics (e.g. WebUI activity, automation usage where applicable)
- Treat usage trends as leading indicators, not just outcomes
- Identify patterns such as:
- High usage with potential
- Low usage requiring improvement
- Drop in usage as early risk signals
5. Reporting, Visibility & Hygiene
- Ensure:
- Accurate data in CRM
- Consistent tracking of engagement and health indicators
- Clear documentation of risks, actions, and decisions
- Provide leadership with predictable, explainable signals, not anecdotal updates
Requirements
- Strong understanding of post‑sales motions in a SaaS environment
- Ability to operate across technical, operational, and customer‑facing topics
- High comfort level with using data to tell a narrative regarding account health
- Strong execution discipline and follow‑through
- Ability to influence customer behavior
- Clear written communication and structured customer messaging
The Digital TAM is successful when:
- Renewal risks are identified early and escalated through the defined process
- There is no surprise churn linked to lack of engagement or ownership
- A meaningful percentage of TAM‑covered customers engage in at least one scalable touchpoint per month (webinars, clinics, campaigns)
- Platform health and usage signals are stable or improving over time
- Customer backlogs remain manageable, with no critical unanswered requests
- Data and reporting enable leadership to make confident decisions about scalability and rollout
- Both post-sales and pre-sales goals are being met through a cohesive strategy which achieves both successful retention and expansion outcomes
We invite you to check out our Instagram Page to gain further insight into the Varonis culture!
@VaronisLife
#LI-Remote
Skills Required
- Strong understanding of post-sales motions in a SaaS environment
- Ability to operate across technical, operational, and customer-facing topics
- High comfort level with using data to tell a narrative regarding account health
- Strong execution discipline and follow-through
- Ability to influence customer behavior
- Clear written communication and structured customer messaging
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.
-
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.
-
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.
-
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.
Varonis Insights
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.
