Commercial Sales Representative Team Leader at Varonis Systems
Morrisville, NC, US

The Inside Sales Representative Team Leader is responsible for managing a team that sells and presents Varonis’ products and services to current and net-new prospective enterprise accounts.

The Varonis ISR Team Leader will be aligned with a team of Account Managers. The goal is to assist in hiring, training and managing a team that will be to build a strong business justification to the end-user, while ensuring that the given annual quota is met/exceeded.

Responsibilities:

  • With internal recruiters’ assistance, identify, hire and onboard employees to support head count requirements
  • Provide hands-on coaching to the team to help them improve the articulation of Varonis’ value prop, convert meetings to evaluations and evaluations to revenue
  • Recognize trends in the team’s need for professional development and coordinate training based on defined needs
  • Ensure that team is meeting metric requirements necessary to support pipeline development and to exceed quota requirements (prospecting, meetings, evals, sales)
  • Assist the ISR Manager in assessing employees’ talents to determine gaps to be addressed or recognizing talents that would justify promotion to other areas of the business
  • Assist employees with closing of business while also training them to independently close business
  • Coach the team on how to leverage channel partnerships to increase activity metrics around meetings, evals and sales revenue

Requirements

  • Bachelor’s Degree from a four-year College/University OR 2 – 3 years of business-to-business sales experience/training OR the equivalent combination of education and experience.
  • Ability to work with other areas of the business to help support the team in new customer acquisition and supporting current customer needs (field sales, marketing, professional services, support, etc.)
  • Experience accurately forecasting sales revenue: monthly, quarterly and weekly
  • Ability to teach the team how to qualify opportunities to determine a path to purchase and accurate time-line
  • Management Experience
  • Quantifiable success as an individual sales contributor
  • Technology industry experience preferred.
  • SalesForce and SalesLoft skills preferred.
  • Prior experience selling security software products through the use of channel partners.
  • Strong communication and presentation skills.
  • Willingness to learn technical aspects of selling the Varonis product
  • 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 and acts on opportunities; sets and achieves challenging goals; takes calculated risks to accomplish goals.
  • Strong coaching and teaching skills
  • High EQ to help tailor feedback to successfully motivate individuals to improve performance
  • 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.