Federal Account Executive -Civilian

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
• Prior experience selling security software products through the use of channel partners to Federal Civilian Agencies
• Salesforce and Microsoft Outlook skills preferred
• 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:

• 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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