Zach Varing
Austin
Summary
- Enterprise Account Executive with a hunter’s mindset and a passion for building markets from the ground up. Known for turning white space into revenue by combining deep technical acumen with a strategic, consultative approach to selling. I specialize in complex enterprise sales cycles, navigating cross-functional stakeholders, and aligning C-suite priorities to meaningful business outcomes. Equally comfortable driving net-new pipeline as I am enabling partners, I thrive in high-growth, ambiguous environments where creativity, persistence, and execution matter most. Whether it’s breaking into a new account, standing up a partner strategy, or refining a value proposition for a shifting market — I lead with curiosity, urgency, and a clear plan to win.
Overview
12
12
years of professional experience
Work History
Regional Sales Manager
DTEX Systems
Austin
04.2024 - Current
- Individual contributor that led the market development and sales motion of DTEX systems insider risk management platform, including UEBA, Behavioral based DLP, and UAM capabilities. With the focus being on TOLA & Midwest region to large global enterprises.
- Developed a 10.2 Million opportunity pipeline opportunity of white space accounts (Net new logo’s) through extensive prospecting efforts, strategic C-Suite alignment, channel first efforts, and positioning DTEX’s value.
- Established a channel strategy as a force multiplier for the TOLA & Midwest region consisting of enablement sessions, technical trainings, and account mapping exercises.
- Expanded territory footprint by hunting and securing net new logos, driving over 200% growth year over year and increasing market penetration in a competitive landscape
- Embraced the inaugural cloud service provider programs to include AWS and Google Cloud Marketplace with the purpose of a frictionless buying journey rooted in incentives.
- Led field marketing efforts to guide investments for in-person conferences and DTEX sponsored events to ensure ROI.
- Directed both internal and external BDR motion to include precise messaging, target benchmarks, and a continuous iterative motion.
- Spearheaded tactical efforts with sales engineering to hone DTEX’s value proposition based on market shifts, industry trends, and intelligence gathered with the core objective to create a realistic future state aligned to the C-Suite stakeholder.
- Navigated legal, procurement, and compliance to facilitate in-flight POV’s
- Led high-impact product demonstrations for CISO’s, CTO’s, CIO’s, and security engineering teams, effectively articulating technical value propositions to drive engagement and accelerate deal cycles.
Senior Mid-Market Account Executive
BlackBerry
Austin
08.2022 - Current
- In charge of covering 9 states across the northeast region, company size ranging from 1500-5000 employees
- Driving revenue growth through meticulous prospecting efforts, including trips to territory to see prospects and Industry summits
- Built relationships with channel partners in order to increase prospecting landscape
- Worked closely with C-suite executives to ensure the trajectory of projects remain on pace
- Achieving 120% year to date quota
- Identify and develop new business opportunities within the mid-market segment by understanding customer needs and proposing tailored solutions.
- Identifying new market opportunities and potential customers within the assigned territory
- Collaborate with marketing team to develop and implement targeted marketing campaigns to increase brand awareness and generate leads within the mid-market segment
- Collaborating with internal cross-functional teams to ensure customer satisfaction and successful project completion
- Effectively communicate with internal teams to ensure successful execution of projects and customer satisfaction.
- Collaborating with product development team to gain deep understanding of BlackBerry's products and services, and effectively communicate their value to potential customers within the mid-market segment
Commercial Account Executive
State Farm
Houston
05.2017 - 09.2022
- Develop and execute strategic plans to penetrate and expand the commercial insurance market
- Analyze market trends and competitors to identify potential areas for business growth
- Identify potential clients and develop strategies to acquire new commercial insurance business
- Develop and maintain relationships with insurance agents and brokers to increase sales and revenue
- Work closely with underwriters to assess risk and develop tailored insurance solutions for clients
- Develop and implement effective marketing strategies to promote commercial Insurance products and services to potential clients
Marine- Security Forces
United States Marine Corps
03.2013 - 03.2017
- Responsible for protecting 3 billion dollar nuclear submarines
- In charge of a team of 25+ Marines to carry out the mission of ensuring the safety of public
- Developed a sense of leadership and comradery
- Implement and oversee security measures to protect 3 billion dollar nuclear submarines and ensure the safety of the public
Education
Diploma -
Framingham High School
Framingham12.2013
Skills
- Enterprise SaaS Sales (Whitespace & Expansion)
- C-Level Relationship Building & Strategic Alignment
- Net-New Logo Acquisition & Territory Development
- Complex Sales Cycles & Multi-Stakeholder Navigation
- Cloud Marketplace Selling (AWS & GCP)
- Insider Risk / UEBA / DLP / UAM Expertise
- Channel & Partner Sales Strategy
- Value-Based & Consultative Selling
- Pipeline Generation & Forecasting Accuracy
- Field Marketing Strategy & Execution
- Cross-Functional Collaboration (BDRs, SEs, Marketing)
- Sales Methodologies
Hobbies and Interests
- Taking my dog on hikes
- Watching sports
- Enjoying a nice bourbon
- Smoking meats
Timeline
Regional Sales Manager
DTEX Systems
04.2024 - Current
Senior Mid-Market Account Executive
BlackBerry
08.2022 - Current
Commercial Account Executive
State Farm
05.2017 - 09.2022
Marine- Security Forces
United States Marine Corps
03.2013 - 03.2017
Diploma -
Framingham High School