Job Title: Channel Sales Engineer
FLSA Status: Exempt
Department: Sales
Summary
The Channel Sales Engineer is responsible for assisting Channel Account Managers and Partners with the technical sales activities in net-new and pre-existing opportunities, and development of Partner technical capabilities.
The Varonis Channel Sales Engineer will be aligned to Channel Account Managers and key partners within a regional territory. The goal will be to deliver the technical value of the Varonis product as it relates to the partner’s existing and planned solutions offerings. In conjunction with Channel Sales and Field Sales teams, the goal will be to build strong a Varonis competency and relationship with the partner, while ensuring that Channel metrics and goals are met/exceeded.
Responsibilities
Understand partner business needs and offerings and integrate Varonis solutions into the partners portfolio of products and service offerings. Deliver sales presentations, present technical information about Varonis’ products and services, conduct product demonstrations. Coach Partner technical resources all phases of the sales cycle including opportunity discovery & qualification, product demonstrations, competitive differentiation, and upselling. Work proactively to increase adoption of Varonis within a Partner’s ecosystem and develop relationships with Partner technical resources from individual contributors to executive leaders. Ability to work independently and team collaboratively in a fast-paced environment. Ability to articulate the importance of Data Governance, Data Loss Prevention, Ransomware, Compliance and evangelize Varonis as the leader in these markets to partner resources of all levels. Percent of travel varies by territory.
Requirements
Bachelor’s Degree or equivalent from a four-year College or Technical School AND 3-5 years of experience in a channel facing or customer facing role OR equivalent combination or education and experience. Strong written, oral, and presentation skills. Ability to discuss highly technical concepts to all audiences, ranging from non-technical to executive level technical decision makers. Extensive knowledge of Active Directory and related Directory services. Extensive knowledge of Windows and Unix File systems. Exposure to security hardware and software. Exposure to Microsoft Exchange preferably in a systems administration role. MCSE, MCP Microsoft Certifications are preferred.
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; 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 partner and customer situations; meets commitments; responds promptly to partner and customer needs; solicits partner and 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.