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
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