Technical Account Manager- Digital

varonisKansas City, MO

yesterday

Occupations

Information Technology Project Managers Sales Managers Computer and Information Systems Managers

Industries

Computer Systems Design Services Software Publishers Custom Computer Programming Services

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About the role

Job Description Job Title: Technical Account Manager – Digital

Summary:

The Digital Technical Account Manager (TAM) is a hybrid post‑sales role combining Customer Success and Technical Account Management responsibilities. The Digital TAM will partner closely with Sales teams to deliver cyber security outcomes to a portfolio of aligned customers.
The Digital TAM model is designed to deliver a scalable, consistent, and outcome‑driven customer experience, leveraging automation, telemetry, and targeted engagement rather than heavy 1:1 coverage.
This role is enabled by automation and repeatable workflows that reduce manual effort and support scale, allowing delivery of a consistent, outcome‑driven customer experience without reliance on heavy 1:1 coverage.
Primary Objectives The TAM is accountable for:
Ensuring renewal predictability and risk visibility for covered accounts
Driving customer engagement and self‑adoption through scalable touchpoints
Monitoring and improving platform health and usage signals
Translating usage via a Find / Fix / Alert / Label methodology, and engagement indicators, into actionable outcomes
Delivering a uniform Varonis experience across a large customer portfolio Responsibilities 1. End‑to‑End Customer Ownership
Own the customer lifecycle from onboarding through renewal
Act as the single post‑sales point of accountability for customer success
Maintain clear ownership of customer follow‑ups, risks, actions, and outcomes2. Renewal & Risk Management
Proactively identify, document, and escalate renewal risks through defined cadences
Drive internal renewal risk cadence meetings
Ensure no surprise churn attributable to lack of engagement, ownership, or visibility
Maintain accurate and up‑to‑date risk tracking3. Customer Engagement (Scalable Model)
Drive customer engagement using scalable touchpoints, including:
Automated email campaigns
WebinarsWorking sessions / “Office hours”Validate that customers remain meaningfully engaged4. Platform Health, Usage & Adoption Monitoring
Continuously monitor customer health signals and act accordingly:
Deliver against KPIs for “Find”, “Fix”, “Alert” and “Label” value outcomes
Platform usage metrics (e.g. WebUI activity, automation usage where applicable)
Treat usage trends as leading indicators, not just outcomes
Identify patterns such as:
High usage with potential
Low usage requiring improvement
Drop in usage as early risk signals5. Reporting, Visibility & Hygiene

Ensure: Accurate data in CRMConsistent tracking of engagement and health indicators Clear documentation of risks, actions, and decisions Provide leadership with predictable, explainable signals, not anecdotal updates Requirements Strong understanding of post‑sales motions in a SaaS environment Ability to operate across technical, operational, and customer‑facing topics High comfort level with using data to tell a narrative regarding account health Strong execution discipline and follow‑through Ability to influence customer behavior Clear written communication and structured customer messaging The Digital TAM is successful when: Renewal risks are identified early and escalated through the defined process There is no surprise churn linked to lack of engagement or ownership A meaningful percentage of TAM‑covered customers engage in at least one scalable touchpoint per month (webinars, clinics, campaigns) Platform health and usage signals are stable or improving over time Customer backlogs remain manageable, with no critical unanswered requests Data and reporting enable leadership to make confident decisions about scalability and rollout Both post-sales and pre-sales goals are being met through a cohesive strategy which achievesboth successful retention and expansion outcomes We invite you to check out our Instagram Page to gain further insight into the Varonis culture! @Varonis Life

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JOB OVERVIEW

Experience level

Manager

Location

Kansas City, MO

Occupation

Information Technology Project Managers

Industry

Computer Systems Design Services

Posted

yesterday

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