Federal Account Executive

Job Title: Federal Account Executive

FLSA Status: Exempt

Department: Sales

Summary

The Federal Account Executive is responsible for selling and presenting Varonis’ products and services to current and net-new prospective accounts within the Department of Homeland Security and the Federal Courts.

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.
• Salesforce and Microsoft Outlook skills preferred.
• Prior experience selling security software products through the use of channel partners to the DoD, specifically ARMY and COCOM.
• 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

To perform this job successfully, an individual should demonstrate the following 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.
  
  

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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.