Sales Engineering Manager

Summary

The Sales Engineering Manager is responsible for hiring, mentoring, and assessing Sales Engineers regarding their pre-sales and account management responsibilities.

As the Sales Engineering Manager , you will oversee a team of Sales Engineers with the goal of building out the team and ensuring that you and your team meet or exceed your sales quotas.

Responsibilities

• Lead the Sales Engineering team in following sales methodologies and best practices, as well as ensuring proper use of CRM systems.
• Provide ongoing mentorship to Sales Engineers to teach technical and non-technical pre-sales techniques for acquiring new clients, managing customers, and expanding accounts for upselling.
• Conduct reviews of technical capabilities to ensure Sales Engineers reach and maintain required technical knowledge and effectively perform their pre-sales duties.
• Provide periodic performance reviews, handle personal issues, address wins and losses, and support personal and professional development.
• Assess skill sets and provide coaching and feedback to meet objectives, reinforce sales methodologies, and guide career development.
• Support Sales Representatives and Sales Engineers with their sales campaigns and customer management to ensure success and revenue targets, including assessing customer information, identifying issues, formulating solutions, and presenting them effectively.
• Deliver sales presentations, provide technical information about Varonis’ products and services, and conduct product demonstrations.
• Collaborate with Sales management to improve and standardize best practices in Sales Engineer and Sales Representative relationships.

Requirements

• 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 equivalent education and experience.
• Proven ability to communicate effectively via presentations in person, over the phone, and through remote conferencing with executive-level customers, direct reports, and leadership.
• Ability to teach opportunities identification using basic consultative selling methodologies.
• Self-motivated with the ability to manage multiple tasks and responsibilities simultaneously.
• Goal-oriented with experience in training salespeople to close sales effectively.
• History of leading teams that meet targets.
• Must be able to lead a team and meet monthly, quarterly, and annual quotas.
• Ability to work under pressure and meet deadlines while maintaining professionalism.

Core Competencies

• Analytical Skills: Data collection, workflow design, data relationship identification, synthesis of complex information, and use of intuition.
• Technical Skills: Self-assessment, continuous learning, sharing expertise.
• Sense of Urgency: Timely decision-making, attention to detail, prioritization.
• Customer Service: Managing difficult situations, responsiveness, feedback solicitation.
• Problem Solving: Timely resolution, analytical skills, developing solutions.
• Written Communication: Clear, effective writing, proper grammar, presenting data.
• Oral Communication: Presentation skills, active listening, clear speaking.
• Adaptability: Managing change, handling multiple demands, flexibility.
• Planning/Organizing: Prioritization, time management, goal setting, resource planning.

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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, or other protected characteristics.

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