Technical Account Manager

Summary

Varonis is a data security company focused on protecting customer data and enabling safe AI adoption. The Technical Account Manager serves as the primary technical contact for customers, leading onboarding, proactive support, security remediation, governance, risk reduction, and customer success activities. The role also partners with sales and internal teams to support renewals, identify expansion opportunities, and resolve technical issues.

Responsibilities

• Onboard Customers to Varonis platforms and deliver on-going value and support
• Lead customers through discovery, remediation, alerting, and governance of sensitive data to ensure all data is protected from insider threats, cyber-attacks, and policy violations
• Help customers identify and mitigate risks related to AI systems, including copilots, LLMs, and shadow AI usage
• Drive measurable reduction in data exposure across cloud, SaaS, and data platforms
• Ensure Customer success through frequent proactive health checks, hands-on product usage and training, and development and sharing of best practices
• Prepare and deliver quarterly business reviews, data risk assessments, and AI risk posture discussions
• Alongside Sales, identify and champion upsell opportunities
• Learn new Varonis products as they are developed and released and develop expertise in your client’s unique security ecosystem(s)
• Help Account Managers and Sales Engineers identify renewal risk and collaborate to remediate and ensure successful renewals
• Serve as primary technical contact and augment our support and engineering teams
• Advocate on behalf of customers with appropriate internal Varonis teams to ensure customer feedback is adequately documented and assessed by appropriate parties
• Engage with customers at all levels of their organization, including but not limited to: Infrastructure, AI/ML, Cloud, Privacy & Compliance, Security, Incident Response, and the C-suite
• Identify, research, maintain control, and remediate customers’ technical issues in a timely manner. Follow up promptly with recommendations and action plans and engage appropriate internal teams as required
• Escalate customer issues to management when appropriate
• Create knowledge base content to capture new learning for customer and internal reuse

Skills

• Bachelor's Degree or equivalent experience
• 4+ Years working in a customer facing role at a Cloud Security, Cyber Security, or Data Security & Privacy company
• Experience working with enterprise SaaS/IaaS/PaaS environments (AWS, Azure, GCP, Salesforce, M365, etc.)
• Knowledge of enterprise IT, cloud, identity and access models (EntraID/IAM), and security technologies
• Understanding of data classification, governance, and DSPM concepts
• Outstanding customer service skills and ability to quickly establish technical credibility and relationships with customers
• Excellent communication skills with the ability to engage technical and executive audiences
• Proven problem-solving abilities
• Commitment to customer success
• Proven success in contributing to a team-oriented environment
• Sales oriented
• Proven ability to work creatively and analytically in a problem-solving environment
• Excellent communication (written and oral) and interpersonal skills
• Familiarity with AI/LLM data risks and governance considerations (preferred)

Qualifications

Must Haves

• Bachelor's Degree or equivalent experience
• 4+ Years working in a customer facing role at a Cloud Security, Cyber Security, or Data Security & Privacy company
• Experience working with enterprise SaaS/IaaS/PaaS environments (AWS, Azure, GCP, Salesforce, M365, etc.)
• Knowledge of enterprise IT, cloud, identity and access models (EntraID/IAM), and security technologies
• Understanding of data classification, governance, and DSPM concepts
• Outstanding customer service skills and ability to quickly establish technical credibility and relationships with customers
• Excellent communication skills with the ability to engage technical and executive audiences
• Proven problem-solving abilities
• Commitment to customer success
• Proven success in contributing to a team-oriented environment
• Sales oriented
• Proven ability to work creatively and analytically in a problem-solving environment
• Excellent communication (written and oral) and interpersonal skills

Nice to Haves

• Familiarity with AI/LLM data risks and governance considerations (preferred)