Manager of Sales Engineering

Job Description

Job Title : Manager, S ales Engineer ing

Department : Sales

Summary

The Sales Engineer ing Manager is responsible for hiring, mentoring, and assessing Sales Engineers as it relates to their pre- sales and account management responsibilities .

As the Sales Engineering Manager , you will oversee a team of S ales E ngineer s and your goal will be to build out the team, guaranteeing that you and your team meet and/or exceed your given sales quota.

Responsibilities

• Lead the Sales Engineering team in following sales methodology and best practices, as well as ensuring proper use of CRM system
• Provide ongoing mentorship to SEs to teach technical and non-technical pre-sales techniques for securing new clients, managing customers , and account expansion to support upsell
• Conduct reviews of technical capabilities to ensure SEs reach and maintain required technical knowledge and to effectively perform their pre-sales duties
• Provide periodic performance reviews, handle personal issues, competitive losses/wins, and personal/professional developmental opportunities.
• Assess skill sets and provide ongoing coaching and feedback to team members in order to meet objectives, reinforce sales methodologies, and provide guidance on career path direction.
• Support S R/ SE teams with their sales campaigns and customer management activities in order to ensure high rate of success and achieve revenue targets , by assess ing customer information, identify and address problem areas, formulate relevant solutions, and present solutions effectively.
• Deliver sales presentations, present technical information about Varonis’ products and services, and conduct product demonstrations
• Collaborate with Sales management to identify opportunities to improve upon and standardize best practices in SE/SR relationship

Requirements

• Bachelor’s Degree or equivalent from a four-year C ollege or Technical S chool AND 3-5 years of experience in a customer facing role OR equivalent combinati on or education and experience.
• Proven ability to communicate effectively in presentations in person, via telephone , and through remote conferencing with executive level customers, direct reports, and the Varonis Leadership Team
• Ability to teach ways to identify new and existing opportunities through basic consultative selling methodology
• Proven self-starter with a motivated attitude to be able to manage multiple tasks, projects, and responsibilities simultaneously
• Goal driven with the ability to train sales people , to close sales effectively
• Ideally a history of successfully leading a team that drives target attainment
• Must be able to lead a team and meet monthly, quarterly, and annual quota requirements.
• Ability to work under pressure and meet deadlines, while maintaining a pleasant and professional attitude towards customers and co-workers

Competencies

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

• Analytical : Collects and researches data; d es igns workflows and procedures; i dentifies data relationships and dependencies; s ynthesizes c omplex or diverse information; u ses intuition and experience to complement data.
• Technical Skills : Assesses own strengths and weaknesses as well as those of direct reports ; s trives to continuous ly build knowledge and skills; s hares 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 i s critical to success.
• Customer Service : M anages difficult or emotional customer situations; meets commitments; res pon ds promptly to customer needs; s olicits customer feedback to improve service .
• Problem Solving : Identifies and resolve s problems in a timely manner; g athers and an alyzes information skillfully; develops alternative solutions.
• Written Communications : Edits work for spelling and grammar; p resents numerical data effectively ; v arie s writing style to meet needs; w rites clearly and informatively .
• Oral Communication : Demonstra tes group presentation skills; listens and gets clarification; responds well to questions; s peaks clearly and persuasively .
• Adaptability : Adapts to changes in the work environment; m anages competing demands; c hanges approach or met hod to best fit the situation; a ble 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; d evelops 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.

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