DescriptionTitle: Strategic Solution EngineerFLSA Status: ExemptDepartment: Customer SuccessThe Strategic Solution Engineer is responsible for managing the technical relationship with Varonis' top tier customers. The Strategic Solution Engineer will work closely with the Customer Success Manager and the account team to ensure that the solution delivers the value that is expected. The Strategic Solution Engineer should have a great understanding of the platform's architecture as well as functional capabilities. They should be able to apply their knowledge to the design and implementation to enable customers to achieve value out of their Varonis products.
Strategic Solution Engineers should build a strong business justification to the end user, identify potential upsell opportunities, evangelize new products and services, and create and deliver value metrics periodically to ensure operational success and minimize risk to contract renewals.
Key Responsibilities
- Manage a portfolio of enterprise-level customer accounts focusing on the technical aspects of Varonis and customer's business requirements to foster long-term business relationships that achieve early value for our customers and ensure timely renewals and revenue growth for Varonis.
- Work closely with Strategic Customer Success Managers to develop and execute success plans based on customers' business objectives, priorities, and use cases and deliver them through proactive customer service and a high level of ownership that ensures timely renewals, high adoption of the platform, and revenue growth.
- Proactively identify and mitigate technical risks through systematic health checks, environmental reviews, and oversight of support to ensure technical items are being addressed thoroughly and efficiently.
- Navigate complex organizations with intricate requirements, developing technical connectors between business challenges, customer-defined outcomes and success criteria, and the technical reality of Varonis and the security landscape.
- Conduct regular on and off-site meetings with customers to map and execute the technical aspect of customers' investments in Varonis
- Partner and share technical expertise with interdisciplinary teams, demonstrating a deep understanding of services, and products, and the ability to clearly articulate the specific technologies to enable development and ongoing maintenance.
- Assist with the development of technical educational, marketing, and sales material in support of customer success as needed
Requirements
- Minimum of 4 years of customer-facing experience in a services role preferably with a software vendor
- Strong written, verbal, and presentation skills.
- Ability to discuss highly technical concepts with all audiences, ranging from non-technical to executive-level technical decision-makers.
- Ability to work independently and team collaboratively and professionally.
- Ability to articulate the importance of Data Governance, Threat Detection and Response, and Cloud Security/Posture Management as well as evangelize Varonis as the leader in those markets to end-users of all levels.
- You must be based in MST or PST time zones.
- Willingness to travel within North America
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; 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 decisions in a timely manner with strong attention to detail; realizes that efficiency and prioritization are 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 promptly; 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.
- Ability to leverage resources assertively to drive towards desired outcomes.
We invite you to check out our Instagram Page to gain further insight into the Varonis culture!@VaronisLifeVaronis 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. Please review our Notice of E-Verify Participation and our Right to Work Statements.
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