Joshua Tays
Director of Customer Success - West @Varonis
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WORK HISTORY
Director of Customer Success - West @Varonis
I lead the Customer Success organization for the West region, owning customer adoption, retention, and expansion across a portfolio of enterprise cybersecurity accounts. I manage and develop a high-performing team responsible for delivering value throughout the entire customer lifecycle—from onboarding and technical implementation to renewal strategy and long-term growth.In this role, I partner closely with Sales, Sales Engineering, Product, and Support to ensure customers achieve measurable security outcomes and realize full ROI from the platform. I also work directly with CISOs and senior security leaders to align our solutions with their data-security, cloud, and risk-reduction priorities.Key Contributions- Lead and mentor the West CSM/TAM team, driving consistent execution and customer outcomes- Own regional customer health, adoption KPIs, renewal forecasting, and expansion strategy- Build scalable processes, operating cadences, and playbooks to improve efficiency and customer experience- Strengthen presales → post-sales alignment to optimize handoffs and accelerate time-to-value- Conduct executive business reviews (QBRs/EBRs) and strategic planning with enterprise customers- Identify risk early and create data-driven mitigation strategies to protect and grow accounts- Provide structured customer feedback loops to Product and Engineering to influence roadmap direction.
SKILLS
ABOUT JOSHUA TAYS
I’m a cybersecurity GTM leader with proven success in both Sales Engineering leadership and Customer Success leadership, enabling me to drive results across the entire customer lifecycle. I build and scale high-performing teams, partner with executives, and deliver measurable business impact across presales, deployment, adoption, renewal, and expansion.My background includes leading SE organizations, driving technical strategy, building value frameworks, and supporting complex enterprise sales cycles—paired with post-sales ownership of onboarding, customer health, adoption programs, and account growth. This dual perspective allows me to create a seamless, outcome-driven customer experience from evaluation through long-term partnership.Core Strengths• GTM leadership: Sales Engineering, Customer Success, Technical Account Management• Cybersecurity expertise: data security, DSPM, cloud security, identity models, risk reduction• Customer outcomes: onboarding, adoption, ROI realization, renewals, expansions• Cross-functional execution: Product, Sales, Engineering, Marketing, RevOps, Support• Enterprise selling: value messaging, competitive strategy, executive alignment• Team growth: hiring, coaching, scaling processes, leadership developmentI’m passionate about building teams that excel, creating clear operating rhythms, and helping customers get meaningful business value from modern cybersecurity and data-security platforms.
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