Job Description

Mid-Market Sales Representative

The Company: Varonis(Nasdaq: VRNS) is a leader in data security, fighting a different battle than conventional cybersecurity companies. Our cloud-native Data Security Platform continuously discovers and classifies critical data, removes exposures, and detects advanced threats with AI-powered automation.

Varonis protects data first, not last. Learn more atwww.varonis.com

The Role:The Mid-Market Sales Representative is responsible for selling and presenting Varonis’ productsand services to current and net-new prospective enterprise accounts. The Varonis Mid-MarketSales Representativewill be aligned with a local Sales Engineer. The goal, as a team, will be tobuild a strong business justification tothe end-user, while ensuring that the given annual quota ismet/exceeded.

The Compensation: The expected OTE (On Target Earning) range for this role is $170,000 - $210,000+. Actual compensation will be determined based on experience, qualifications, and overall fit.

The 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.
• Microsoft Dynamics and Microsoft Outlook skills preferred.
• Prior experience selling security software products through use of channel partners.
• Strong communication and presentation skills.
• Healthy list of pre-established and prospective contacts in given territory

The Responsibilities:

• 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, while maintaining and

expanding the database of contacts within the targeted organizations.

• Uphold sales activities which includes prospecting, booking appointments, performing

demos, running quarterly business reviews, and creating 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.

• 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 Customer Relationship

Management system (CRM).

• Participate in marketing events such as seminars and trade shows when necessary.
• Percent of travel varies by territory.

Competencies:

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

Competencies:

• Achievement Focus Demonstrates persistence and overcomes obstacles; recognizes andacts on opportunities; sets and achieves challenging goals; takes calculated risks toaccomplish goals.
• Sales Skills Achieves sales goals; initiates new contacts; maintains customer satisfaction;maintains records and promptly submits information; overcomes objections withpersuasion and persistence.
• Sense of Urgency Displays a matter of utmost urgency; understands the importance ofmaking 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; meetscommitments; responds promptly to customer needs; solicits customer feedback toimprove service.
• Problem Solving Identifies and resolves problems in a timely manner; gathers andanalyzes information skillfully; develops alternative solutions.
• Written Communications Edits work for spelling and grammar; presents numerical dataeffectively; varies writing style to meet needs; writes clearly and informatively.
• Oral Communication Demonstrates group presentation skills; listens and getsclarification; 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 foradditional resources; sets goals and objectives; develops realistic action plans.

We invite you to check out our Instagram Page to gain further insight into the Varonis culture!

@VaronisLife

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

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