Commercial Sales Representative

About the role

The Commercial Sales Representative is responsible for selling and presenting Varonis’ products and services to current and net-new prospective enterprise accounts. The role is aligned with a local Sales Engineer, with the goal of building a strong business justification to the end-user while meeting/exceeding the annual quota.

Requirements

• Bachelor’s Degree from a four-year College/University OR 5+ years of business-to-business sales experience/training
• Equivalent combination of education and experience
• Technology industry experience preferred
• Microsoft Dynamics and Microsoft Outlook skills preferred
• Prior experience selling security software products through use of channel partners
• Strong communication and presentation skills
• A healthy list of pre-established and prospective contacts in the given territory
• Willingness to learn technical aspects of selling the Varonis product

Responsibilities

• Possess and manage a pipeline of leads and referrals resulting from field activity
• Maintain and expand the database of contacts within the targeted organizations
• Prospect and identify key decision makers within the targeted customer accounts
• Present and sell Varonis’ products and services to current customers
• Follow up on leads and referrals resulting from field activity
• Book appointments, perform demos, run quarterly business reviews, and create proposals
• Present to C-Level prospective customers as well as to resellers through effective and enticing product demonstrations
• Partner with Sales Managers and Channel Managers to determine a strategic sales approach
• Respond to customer requests and manage/resolve customer issues
• Support the reseller communication channel throughout the sales process
• Maintain accurate account information and activity detail in Customer Relationship Management system (CRM)
• Participate in marketing events such as seminars and trade shows when necessary

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 decisions 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 Communications: 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