Technical Account Manager - Digital

Description 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 a l igned 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. Th is role is enabled by automation and repeatable workflows that reduce manual effort and support scale, allowing deliver y 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 / L abel 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 outcomes 2. 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 tracking 3. Customer Engagement (Scalable Model) Drive customer engagement using scalable touchpoints, including: Automated email campaigns Webinars Working sessions / “Office hours” Validate that customers remain meaningfully engaged 4. Platform Health, Usage & Adoption Monitoring Continuously monitor customer health signals and act accordingly: Deliver against KPI s 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 signals 5 . Reporting, Visibility & Hygiene Ensure: Accurate data in CRM Consistent 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 achieve s both successful retention and expansion outcomes We invite you to check out our Instagram Page to gain further insight into the Varonis culture! @VaronisLife #LI-Remote