Varonis

Data security platform with threat detection

Manager of Sales Engineering

Pre-Sales Solution EngineeringConfirmed live in the last 24 hours

Full-timeCourbevoie, FranceNo salary listedHybrid

About the Job

Requirements

A bachelor's degree or equivalent from a four-year college or technical school and 3–5 years of experience in a customer-facing role, or an equivalent combination of education and experience.
Ability to communicate effectively in presentations in person, by telephone, and through remote conferencing with executive-level customers, direct reports, and the company's leadership team.
Ability to teach basic consultative selling methodology to identify new and existing opportunities.
Ability to manage multiple tasks, projects, and responsibilities simultaneously.
Ability to train salespeople and close sales effectively.
Ability to lead a team and meet monthly, quarterly, and annual quota requirements.
Ability to work under pressure and meet deadlines while maintaining a professional attitude toward customers and coworkers.
Analytical skills, including collecting and researching data, designing workflows and procedures, identifying data relationships and dependencies, synthesizing complex information, and using intuition and experience to complement data.
Technical skills, including assessing personal strengths and weaknesses and those of direct reports, continuously building knowledge and skills, and sharing expertise.
Customer service skills, including managing difficult or emotional customer situations, meeting commitments, responding promptly to customer needs, and soliciting feedback to improve service.
Problem-solving skills, including identifying and resolving problems, gathering and analyzing information, and developing alternative solutions.
Written communication skills, including editing for spelling and grammar, presenting numerical data effectively, adapting writing style to audience needs, and writing clearly and informatively.
Oral communication skills, including group presentation skills, listening and seeking clarification, responding to questions, and speaking clearly and persuasively.
Adaptability to workplace changes, competing demands, delays, and unexpected events.
Planning and organizational skills, including prioritizing and planning work, using time efficiently, planning for resources, setting goals and objectives, and developing realistic action plans.

Responsibilities

Hire, mentor, and assess Sales Engineers in their presales and account management responsibilities.
Oversee and build the Sales Engineering team to meet or exceed its sales quota.
Lead the Sales Engineering team in following sales methodology and best practices and ensuring proper use of the customer relationship management system.
Provide ongoing mentorship to Sales Engineers in technical and nontechnical presales techniques for securing new clients, managing customers, and expanding accounts to support upselling.
Review team members' technical capabilities to ensure they maintain the knowledge required to perform presales duties.
Conduct periodic performance reviews; address personal issues and competitive wins and losses; and support personal and professional development opportunities.
Assess team members' skill sets and provide ongoing coaching and feedback to meet objectives, reinforce sales methodologies, and guide career paths.
Support Sales Representative and Sales Engineer teams with sales campaigns and customer management by assessing customer information, identifying and addressing problem areas, formulating relevant solutions, and presenting solutions effectively to help achieve revenue targets.
Deliver sales presentations, present technical information about the company's products and services, and conduct product demonstrations.
Collaborate with Sales management to identify opportunities to improve and standardize best practices in the Sales Engineer and Sales Representative relationship.

Desired Qualifications

A history of successfully leading a team that drives target attainment.

Description

Job Description

Job Title:Manager, Sales Engineering

Department:Sales

Summary

TheSales Engineering Manageris 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 Sales Engineers and your goal will be to build out the team,guaranteeingthat you and your team meet and/or exceed your givensales 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 SR/SE teams with their sales campaigns and customer management activities in order to ensure high rate of success and achieve revenue targets, by assessing 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 Degreeor equivalent from a four-year College or Technical School AND 3-5 years of experience in a customer facing role OR equivalent combination 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 amotivated attitudeto be able to manage multiple tasks, projects, and responsibilities simultaneously
Goal driven with theability to train sales people, to close sales effectively
Ideally a history of successfully leading a team that drives target attainment
Must be ableto 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; 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 as well as those of direct reports; 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 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.

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.

#LI-Hybrid

About the Company

Varonis

Data security platform with threat detection

Varonis Systems focuses on protecting sensitive information from cyber threats by offering a data security platform that continuously monitors data, detects threats, and automates responses through advanced analytics and automation. The platform helps large enterprises, government agencies, and educational institutions secure data and meet regulatory requirements via subscription-based access, with a heavy emphasis on data monitoring, threat detection, and automated response. The company differentiates itself through a strong recurring revenue model (95% recurring) and high renewal rates (90%), reflecting steady income and high customer satisfaction, alongside a broad customer base. Its goal is to help customers protect data, prevent breaches, and stay compliant while growing its subscription-based business.

Company size: 1,001-5,000
Company stage: IPO
Headquarters: Miami, FL
Founded: 2005

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