Americas Sales

Channel Account Manager, TOLA

Description

Description:

The Channel Account Manager will be a hands-on role centered on developing existing key partner relationships to specific goals, proactively identifying and recruiting newly identified partners in the LATAM and Central USA markets.

The Channel Account Manager will develop and execute against the business plan for partners in the above regions; growing revenue by driving Tufin relevance, alignment to prospective end user accounts, implementing channel programs and assisting partners in closing business with Tufin sales representatives and channel’s own representatives.

The Channel Account Manager will need a strong channel and sales background, experience in the security software market and additional background in automation software would be an additional advantage.

This CAM needs to be fluent in Spanish to manage the LATAM market.

Location: Dallas or Houston

Areas of Responsibilities:

Deliver and present the Tufin Channel Program to identified relevant partners
Profile and collect relevant information on partner GTM and focus for proper alignment
Deliver account mapping, GTM programs and educate through sales training and technical certification compliance
Deliver pre-sales engineering programs to develop new business and expand Tufin within partner’s customer base
Skilled at objection handling and presentations to transfer Tufin value
Ability to relate and interface with C-Level Executives within partners and end user accounts
Craft and drive success against an agreed business plan with each partner
Attend end user sales appointments with Channel Partners when required, showcasing past sales experience a plus
Build a strong pipeline around new business creation with partners
Provide regular pipeline updates and lead generation activity reports
Provide sales/marketing campaign support to resellers

Responsibilities:

Successful track record in building channel operations and partnerships
At least 5-years in channel development and partner management in the high-tech software industry
Experience in understanding complex, high-end Enterprise solutions
Experience in working with mid-sized and national oriented resellers and system integrators
MSSP background and understanding a plus
Proven results-oriented examples of growing partners
Ability to work autonomously and in virtual teams
Proven high energy, positive attitude contributor to past positions
Willing and able to travel throughout the region – 50%

Requirements

Pre-Sales Engineer, Boston

Description

Responsibilities

Meet or exceed quarterly and yearly products/services sales goals.
Provide extensive tactical and strategic pre-sales support for the Tufin inside sales team.
Identify and develop business opportunities with potential customers/channels/partner.
Provide technical pre-sales support to various entities for the purpose of promoting and selling Tufin products/ services. Entities include: potential customers, existing customers, partners, and resellers. Pre-sales activities will also include close interaction with internal groups such as product management, marketing, R&D and post-sales support.
Initiate and manage numerous remote proof of concept installations.
Training partners and resellers on the proper positioning and technical sales of Tufin products.
Interfacing with R&D & Product Management for the purpose of articulating collected RFEs and the associated business cases
Ongoing collection and dissemination of technical competitive information
Execute responsibilities using all possible media and methods including conference calls, emails, web demonstrations, on site visits, public presentations, trade show attendance and more.
Required travel could reach 50% at times
Some international travel is required

Requirements

Experience

2+ years firewall experience and 7+ years customer-facing
Practiced experience with development, delivery and deployment
Ability to work in a team sales environment, participating in sales strategies as well as individual stand-alone sales activities.
Ability to understand the highly charged sales situations and hidden agendas
Highly developed interpersonal skills
Strong presentation and pitch skills
Ability to rapidly understand and articulate new technology.
A high sense of urgency and deep interest in serving the customer.

Skills

Hands on functional experience with multiple firewalls platforms to include some of the following:
Check Point Firewall-1, Provider-1, and VSX
Cisco FWSM, CSM, ASA, routers and switches
Juniper Firewalls and NSM
Fortinet Fortigate
Palo Alto
Cloud Security (NSX, OpenStack, AWS etc…)
A deep current and historical understanding of firewall and security architectures.
A strong working knowledge of application development cycles, delivery and deployment
Hands on functional understanding of supporting technologies such as SSH, LDAP, Active Directory, Radius, TACACS, SIM, and event correlation.
Hands on functional understanding of parallel technologies such a VMWare, APT, Cloud (AWS, Azure, NSX, OpenStack) and F5.
Hands on, strong functional understanding of networking

Dev:

Knowledge & Experience in Linux – a must.
Knowledge & Experience with scripting (Bash, Python) – desired
Knowledge & Experience developing in C and Java – a plus

Pre-Sales Engineer, Minneapolis

Description

Location: Minneapolis, MN

Responsibilities

Meet or exceed quarterly and yearly products/services sales goals.
Provide extensive tactical and strategic pre-sales support for the Tufin inside sales team.
Identify and develop business opportunities with potential customers/channels/partner.
Provide technical pre-sales support to various entities for the purpose of promoting and selling Tufin products/ services. Entities include: potential customers, existing customers, partners, and resellers. Pre-sales activities will also include close interaction with internal groups such as product management, marketing, R&D and post-sales support.
Initiate and manage numerous remote proof of concept installations.
Training partners and resellers on the proper positioning and technical sales of Tufin products.
Interfacing with R&D & Product Management for the purpose of articulating collected RFEs and the associated business cases
Ongoing collection and dissemination of technical competitive information
Execute responsibilities using all possible media and methods including conference calls, emails, web demonstrations, on site visits, public presentations, trade show attendance and more.

Requirements

Experience

2+ years firewall experience and 7+ years customer-facing
Practiced experience with development, delivery and deployment
Ability to work in a team sales environment, participating in sales strategies as well as individual stand-alone sales activities.
Ability to understand the highly charged sales situations and hidden agendas
Highly developed interpersonal skill
Strong presentation and pitch skills
Ability to rapidly understand and articulate new technology.
A high sense of urgency and deep interest in serving the customer.

Skills

Hands on functional experience with multiple firewalls platforms to include some of the following:
Check Point Firewall-1, Provider-1, and VSX
Cisco FWSM, CSM, ASA, routers and switches
Juniper Firewalls and NSM
Fortinet Fortigate
Palo Alto
Cloud Security (NSX, OpenStack, AWS etc…)
A deep current and historical understanding of firewall and security architectures.
A strong working knowledge of application development cycles, delivery and deployment
Hands on functional understanding of supporting technologies such as SSH, LDAP, Active Directory, Radius, TACACS, SIM, and event correlation.
Hands on functional understanding of parallel technologies such a VMWare, APT, Cloud (AWS, Azure, NSX, OpenStack) and F5.
Hands on, strong functional understanding of networking

Dev:

Knowledge & Experience in Linux – a must.

Knowledge & Experience with scripting (Bash, Python) – desired

Knowledge & Experience developing in C and Java – a plus

Required travel could reach 50% at times

Some international travel is required

Pre-Sales Engineer, Ohio

Description

Responsibilities

Meet or exceed quarterly and yearly products/services sales goals.
Provide extensive tactical and strategic pre-sales support for the Tufin inside sales team.
Identify and develop business opportunities with potential customers/channels/partner.
Provide technical pre-sales support to various entities for the purpose of promoting and selling Tufin products/ services. Entities include: potential customers, existing customers, partners, and resellers. Pre-sales activities will also include close interaction with internal groups such as product management, marketing, R&D and post-sales support.
Initiate and manage numerous remote proof of concept installations.
Training partners and resellers on the proper positioning and technical sales of Tufin products.
Interfacing with R&D & Product Management for the purpose of articulating collected RFEs and the associated business cases
Ongoing collection and dissemination of technical competitive information
Execute responsibilities using all possible media and methods including conference calls, emails, web demonstrations, on site visits, public presentations, trade show attendance and more.

Requirements

Experience
2+ years firewall experience and 7+ years customer-facing
Practiced experience with development, delivery and deployment
Ability to work in a team sales environment, participating in sales strategies as well as individual stand-alone sales activities.
Ability to understand the highly charged sales situations and hidden agendas
Highly developed interpersonal skill
Strong presentation and pitch skills
Ability to rapidly understand and articulate new technology.
A high sense of urgency and deep interest in serving the customer.

Skills

Hands on functional experience with multiple firewalls platforms to include some of the following:
Check Point Firewall-1, Provider-1, and VSX
Cisco FWSM, CSM, ASA, routers and switches
Juniper Firewalls and NSM
Fortinet Fortigate
Palo Alto
Cloud Security (NSX, OpenStack, AWS etc…)
A deep current and historical understanding of firewall and security architectures.
A strong working knowledge of application development cycles, delivery and deployment
Hands on functional understanding of supporting technologies such as SSH, LDAP, Active Directory, Radius, TACACS, SIM, and event correlation.
Hands on functional understanding of parallel technologies such a VMWare, APT, Cloud (AWS, Azure, NSX, OpenStack) and F5.
Hands on, strong functional understanding of networking

Dev Requirements:

Knowledge & Experience in Linux – a must.
Knowledge & Experience with scripting (Bash, Python) – desired
Knowledge & Experience developing in C and Java – a plus
Required travel could reach 50% at times
Some international travel is required

Pre-Sales Engineer, Southeast

Description

Location: Based in Atlanta, GA or Miami, FL

Responsibilities

Meet or exceed quarterly and yearly products/services sales goals.
Provide extensive tactical and strategic pre-sales support for the Tufin inside sales team.
Identify and develop business opportunities with potential customers/channels/partner.
Provide technical pre-sales support to various entities for the purpose of promoting and selling Tufin products/ services. Entities include: potential customers, existing customers, partners, and resellers. Pre-sales activities will also include close interaction with internal groups such as product management, marketing, R&D and post-sales support.
Initiate and manage numerous remote proof of concept installations.
Training partners and resellers on the proper positioning and technical sales of Tufin products.
Interfacing with R&D & Product Management for the purpose of articulating collected RFEs and the associated business cases
Ongoing collection and dissemination of technical competitive information
Execute responsibilities using all possible media and methods including conference calls, emails, web demonstrations, on site visits, public presentations, trade show attendance and more.

Requirements

Experience
2+ years firewall experience and 7+ years customer-facing
Practiced experience with development, delivery and deployment
Ability to work in a team sales environment, participating in sales strategies as well as individual stand-alone sales activities.
Ability to understand the highly charged sales situations and hidden agendas
Highly developed interpersonal skill
Strong presentation and pitch skills
Ability to rapidly understand and articulate new technology.
A high sense of urgency and deep interest in serving the customer.

Skills

Hands on functional experience with multiple firewalls platforms to include some of the following:
Check Point Firewall-1, Provider-1, and VSX
Cisco FWSM, CSM, ASA, routers and switches
Juniper Firewalls and NSM
Fortinet Fortigate
Palo Alto
Cloud Security (NSX, OpenStack, AWS etc…)
A deep current and historical understanding of firewall and security architectures.
A strong working knowledge of application development cycles, delivery and deployment
Hands on functional understanding of supporting technologies such as SSH, LDAP, Active Directory, Radius, TACACS, SIM, and event correlation.
Hands on functional understanding of parallel technologies such a VMWare, APT, Cloud (AWS, Azure, NSX, OpenStack) and F5.
Hands on, strong functional understanding of networking

Dev Requirements:

Knowledge & Experience in Linux – a must.
Knowledge & Experience with scripting (Bash, Python) – desired
Knowledge & Experience developing in C and Java – a plus
Required travel could reach 50% at times
Some international travel is required

Regional Sales Manager, Bay Area

Description

The Regional Sales Manager will identify new sales prospects within the Region enterprise sector, working directly with prospects and channel partners. New logo business will make up the majority of the candidates business however, a select number of existing customer accounts will be allocated to upsell and cross sell incremental elements of the Tufin portfolio. Additional responsibilities are as follows:

Build a strong pipeline of opportunities with a heavy focus on new accounts in the region.
Control the sales process and drive leads to closure – generate new revenues.
Develop deep understanding of product capabilities and value proposition
Present to customers and executive level prospects in a highly effective manner
Cross Sell Upsell existing account base.
Meet and exceed both short-term revenue goals as well as long-term revenue potential
Attend industry forums, tradeshows and events as required.

Location: San Francisco Area

Requirements

A minimum of 8 years’ experience selling software based solutions at senior management and executive level
Background in selling networking/security solutions or Enterprise Software to Enterprise customers
An established network of contacts at major enterprise accounts in the region
Strong selling skills into major accounts, with an understanding of large business organizations and their buying cycles
Must be a self-starter and a strong closer
Experience of working with sales forecasting tools – Oracle/SFDC.
Great collaboration skills and team skills are needed to develop trusted relationships internally, as well as externally with Partners and Customers.
Excellent communications skills ranging from persuasive skills on a one to one basis to presentation skills to groups.
Position requires day-to-day and overnight travel

Regional Sales Manager, Chicago

Description

Identify new sales prospects within the Midwest Region enterprise sector, working directly with prospects and channel partners. New logo business will make up the majority of the candidates business however, a select number of existing customer accounts will be allocated to upsell and cross sell incremental elements of the Tufin portfolio. Additional responsibilities are as follows:

Build a strong pipeline of opportunities with a heavy focus on new accounts in the region.
Control the sales process and drive leads to closure – generate new revenues.
Develop deep understanding of product capabilities and value proposition.
Present to customers and executive level prospects in a highly effective manner.
Cross Sell Upsell existing account base.
Meet and exceed both short-term revenue goals as well as long-term revenue potential.
Attend industry forums, trade shows and events as required.

Requirements

A minimum of 8 years’ experience selling software based solutions at senior management and executive level.
Background in selling networking/security solutions or Enterprise Software to Enterprise customers.
An established network of contacts at major enterprise accounts in the region.
Strong selling skills into major accounts, with an understanding of large business organizations and their buying cycles.
Must be a self-starter and a strong closer.
Experience of working with sales forecasting tools – Oracle/SFDC.
Great collaboration skills and team skills are needed to develop trusted relationships internally, as well as externally with Partners and Customers.
Excellent communications skills ranging from persuasive skills on a one to one basis to presentation skills to groups.
Position requires day-to-day and overnight travel.

Regional Sales Manager, Dallas/Houston

Description

Build a strong pipeline of opportunities with a heavy focus on new accounts in the region.
Control the sales process and drive leads to closure – generate new revenues.
Develop deep understanding of product capabilities and value proposition
Present to customers and executive level prospects in a highly effective manner
Cross Sell Upsell existing account base.
Meet and exceed both short-term revenue goals as well as long-term revenue potential
Attend industry forums, tradeshows and events as required.

Location: Dallas or Houston

Requirements

A minimum of 8 years’ experience selling software based solutions at senior management and executive level
Background in selling networking/security solutions or Enterprise Software to Enterprise customers
An established network of contacts at major enterprise accounts in the region
Strong selling skills into major accounts, with an understanding of large business organizations and their buying cycles
Must be a self-starter and a strong closer
Experience of working with sales forecasting tools – Oracle/SFDC.
Great collaboration skills and team skills are needed to develop trusted relationships internally, as well as externally with Partners and Customers.
Excellent communications skills ranging from persuasive skills on a one to one basis to presentation skills to groups.
Position requires day-to-day and overnight travel

Regional Sales Manager, Michigan & Indiana

Description

The regional Sales Manager will report to Area VP, West

Primary Responsibilities:

Identify new sales prospects within the Region enterprise sector, working directly with prospects and channel partners. New logo business will make up the majority of the candidates business however, a select number of existing customer accounts will be allocated to upsell and cross sell incremental elements of the Tufin portfolio. Additional responsibilities are as follows:

• Build a strong pipeline of opportunities with a heavy focus on new accounts in the region.

• Control the sales process and drive leads to closure – generate new revenues.

• Develop deep understanding of product capabilities and value proposition.

• Present to customers and executive level prospects in a highly effective manner.

• Cross Sell Upsell existing account base.

• Meet and exceed both short-term revenue goals as well as long-term revenue potential.

• Attend industry forums, trade shows and events as required.

Requirements

· A minimum of 8 years’ experience selling software based solutions at senior management and executive level.

· Background in selling networking/security solutions or Enterprise Software to Enterprise customers.

· An established network of contacts at major enterprise accounts in the region.

· Strong selling skills into major accounts, with an understanding of large business organizations and their buying cycles.

· Must be a self-starter and a strong closer.

· Experience of working with sales forecasting tools – Oracle/SFDC.

· Great collaboration skills and team skills are needed to develop trusted relationships internally, as well as externally with Partners and Customers.

· Excellent communications skills ranging from persuasive skills on a one to one basis to presentation skills to groups.

· Position requires day-to-day and overnight travel.

Regional Sales Manager, Mid Atlantic

Description

The Regional Sales Manager will identify new sales prospects within the Mid Atlantic Region enterprise sector, working directly with prospects and channel partners. New logo business will make up the majority of the candidates business however, a select number of existing customer accounts will be allocated to upsell and cross sell incremental elements of the Tufin portfolio. Additional responsibilities are as follows:

Build a strong pipeline of opportunities with a heavy focus on new accounts in the region.
Control the sales process and drive leads to closure – generate new revenues.
Develop deep understanding of product capabilities and value proposition
Present to customers and executive level prospects in a highly effective manner
Cross Sell Upsell existing account base.
Meet and exceed both short-term revenue goals as well as long-term revenue potential
Attend industry forums, tradeshows and events as required.

Location: Washington, DC Area

Requirements

A minimum of 8 years’ experience selling software based solutions at senior management and executive level
Background in selling networking/security solutions or Enterprise Software to Enterprise customers
An established network of contacts at major enterprise accounts in the region
Strong selling skills into major accounts, with an understanding of large business organizations and their buying cycles
Must be a self-starter and a strong closer
Experience of working with sales forecasting tools – Oracle/SFDC.
Great collaboration skills and team skills are needed to develop trusted relationships internally, as well as externally with Partners and Customers.
Excellent communications skills ranging from persuasive skills on a one to one basis to presentation skills to groups.
Position requires day-to-day and overnight travel

Regional Sales Manager, New England

Description

The Regional Sales Manager will identify new sales prospects within the Southern Connecticut Region enterprise sector, working directly with prospects and channel partners. New logo business will make up the majority of the candidates business however, a select number of existing customer accounts will be allocated to upsell and cross sell incremental elements of the Tufin portfolio. Additional responsibilities are as follows:

Build a strong pipeline of opportunities with a heavy focus on new accounts in the region.
Control the sales process and drive leads to closure – generate new revenues.
Develop deep understanding of product capabilities and value proposition
Present to customers and executive level prospects in a highly effective manner
Cross Sell Upsell existing account base.
Meet and exceed both short-term revenue goals as well as long-term revenue potential
Attend industry forums, tradeshows and events as required.

Location: Southern CT/Hartford, CT

Requirements

A minimum of 8 years’ experience selling software based solutions at senior management and executive level
Background in selling networking/security solutions or Enterprise Software to Enterprise customers
An established network of contacts at major enterprise accounts in the region
Strong selling skills into major accounts, with an understanding of large business organizations and their buying cycles
Must be a self-starter and a strong closer
Experience of working with sales forecasting tools – Oracle/SFDC.
Great collaboration skills and team skills are needed to develop trusted relationships internally, as well as externally with Partners and Customers.
Excellent communications skills ranging from persuasive skills on a one to one basis to presentation skills to groups.
Position requires day-to-day and overnight travel

Regional Sales Manager, New York

Description

Primary Responsibilities:

Build a strong pipeline of opportunities with a heavy focus on new accounts in the region.
Control the sales process and drive leads to closure – generate new revenues.
Develop deep understanding of product capabilities and value proposition
Present to customers and executive level prospects in a highly effective manner
Cross Sell Upsell existing account base.
Meet and exceed both short-term revenue goals as well as long-term revenue potential
Attend industry forums, tradeshows and events as required.

Requirements

A minimum of 8 years’ experience selling software based solutions at senior management and executive level
Background in selling networking/security solutions or Enterprise Software to Enterprise customers
An established network of contacts at major enterprise accounts in the region
Strong selling skills into major accounts, with an understanding of large business organizations and their buying cycles
Must be a self-starter and a strong closer
Experience of working with sales forecasting tools – Oracle/SFDC.
Great collaboration skills and team skills are needed to develop trusted relationships internally, as well as externally with Partners and Customers.
Excellent communications skills ranging from persuasive skills on a one to one basis to presentation skills to groups.
Position requires day-to-day and overnight travel

Regional Sales Manager, Ohio

Description

Build a strong pipeline of opportunities with a heavy focus on new accounts in the region.
Control the sales process and drive leads to closure – generate new revenues.
Develop deep understanding of product capabilities and value proposition
Present to customers and executive level prospects in a highly effective manner
Cross Sell Upsell existing account base.
Meet and exceed both short-term revenue goals as well as long-term revenue potential
Attend industry forums, tradeshows and events as required.

Location: Cleveland, Columbus or Cincinnati Ohio

Requirements

A minimum of 8 years’ experience selling software based solutions at senior management and executive level
Background in selling networking/security solutions or Enterprise Software to Enterprise customers
An established network of contacts at major enterprise accounts in the region
Strong selling skills into major accounts, with an understanding of large business organizations and their buying cycles
Must be a self-starter and a strong closer
Experience of working with sales forecasting tools – Oracle/SFDC.
Great collaboration skills and team skills are needed to develop trusted relationships internally, as well as externally with Partners and Customers.
Excellent communications skills ranging from persuasive skills on a one to one basis to presentation skills to groups.
Position requires day-to-day and overnight travel

Regional Sales Manager, Southern CA

Description

Build a strong pipeline of opportunities with a heavy focus on new accounts in the region.
Control the sales process and drive leads to closure – generate new revenues.
Develop deep understanding of product capabilities and value proposition
Present to customers and executive level prospects in a highly effective manner
Cross Sell Upsell existing account base.
Meet and exceed both short-term revenue goals as well as long-term revenue potential
Attend industry forums, tradeshows and events as required.

Location: Southern CA/Los Angeles

Requirements

A minimum of 8 years’ experience selling software based solutions at senior management and executive level
Background in selling networking/security solutions or Enterprise Software to Enterprise customers
An established network of contacts at major enterprise accounts in the region
Strong selling skills into major accounts, with an understanding of large business organizations and their buying cycles
Must be a self-starter and a strong closer
Experience of working with sales forecasting tools – Oracle/SFDC.
Great collaboration skills and team skills are needed to develop trusted relationships internally, as well as externally with Partners and Customers.
Excellent communications skills ranging from persuasive skills on a one to one basis to presentation skills to groups.
Position requires day-to-day and overnight travel

Regional Sales Manager, Tampa/Jacksonville

Description

Build a strong pipeline of opportunities with a heavy focus on new accounts in the region.
Control the sales process and drive leads to closure – generate new revenues.
Develop deep understanding of product capabilities and value proposition
Present to customers and executive level prospects in a highly effective manner
Cross Sell Upsell existing account base.
Meet and exceed both short-term revenue goals as well as long-term revenue potential
Attend industry forums, tradeshows and events as required.

Location: Tampa or Jacksonville

Requirements

A minimum of 8 years’ experience selling software based solutions at senior management and executive level
Background in selling networking/security solutions or Enterprise Software to Enterprise customers
An established network of contacts at major enterprise accounts in the region
Strong selling skills into major accounts, with an understanding of large business organizations and their buying cycles
Must be a self-starter and a strong closer
Experience of working with sales forecasting tools – Oracle/SFDC.
Great collaboration skills and team skills are needed to develop trusted relationships internally, as well as externally with Partners and Customers.
Excellent communications skills ranging from persuasive skills on a one to one basis to presentation skills to groups.
Position requires day-to-day and overnight travel

Sales Development Representative

Description

The Sales Development Representative is responsible for proactively prospecting targeted accounts in a geographic area to develop sales qualified leads. The Sales Development Representative’s mission is to uncover interest in Tufin in a defined territory with the goal of creating sales pipeline revenue for Tufin. In addition, having command of a strong prospecting process and exceptional documentation/communication of activities through SFDC, Discover Org, and Outlook.

This individual will have a direct impact on Tufin’s success by providing qualified leads into the sales pipeline. Working with inside sales representatives this position will participate in strategic relevant calling campaigns based on a geographic territory.

A DAY IN THE LIFE

Ability to develop strong rapport over the phone, exhibits excellent interpersonal skills and service abilities
Has a strong telephone manner for successful prospecting campaigns
Interest in making a large volume of outbound calls per day
Use of strong prospecting, selling, and influencing skills to identify qualified/quantified prospects
Collaborates closely with the sales team to communicate understand regional dynamics
Maintain complete, accurate, and up-to-date account, lead/contact data in SalesForce.com database
Works effectively in a fast-paced and rapidly evolving sales environment
Stay abreast of market trends and relevant industry news in the Cyber Technology industry
Learn established white board sales methodologies

Location: Fairlawn, OH

Requirements

Successful track record of working in team office environment
Understands and embraces prospecting or leads, and lead management!
Software experience a plus
Exceptional communications skills
Familiarity with Customer Relationship Management Software (saleforce.com a plus)
Self-motivated, responsible, and accountable, strong work ethic
Excellent listening, oral, and written communications skills
Strong drive to move into a sales career