Description

Tufin is looking for a Sales Specialist to join us in the Cloud Business Unit, based in Boston MA. In this role, you will manage the adoption of Tufin’s cloud solutions across the United States. You'll work in a matrixed structure and own the overall outcome for the sales of our cloud platform offerings, Orca and Iris. On a daily basis, you'll collaborate closely with account teams in a matrixed organization including account management, solutions engineers, and partner account management.  

  • Sell Tufin’s cloud solutions portfolio by scoping, defining, and acquiring new business opportunities
  • Develop tailored sales strategies and plans and participate in strategic, tactical, and forecasting planning
  • Work closely with product management, marketing, and development to capture and address early customer challenges and concerns
  • Promote Tufin's value proposition to prospective customers and key stake holders in the highly competitive and emerging market of cloud-native application security and development
  • Meet quantitative and qualitative performance expectations and set high standards for articulation and presentation of key messages to executives, both internally and externally
  • Work closely with the enterprise sales account teams to identify key accounts and lead in the creation and implementation of strategic account plans as it relates to your area of expertise
  • Attain trusted advisor status with senior IT stake holders and business executives for key accounts to create long-term partnerships with customers
  • Position requires day-to-day and overnight travel

Requirements

  • 8+ years of experience in a solutions sales role
  • 4+ years of experience focused on cloud platform technologies, Red Hat Open Shift, AWS, Azure, Google Cloud, Kubernetes, Docker
  • Proven track record of selling infrastructure software for application development to large enterprise customers
  • Competitive knowledge of the security and emerging cloud security market Twistlock, Dome9, Redlock, Palo Alto Networks, Aqua, Sky High Networks, Fortinet, Checkpoint
  • Outstanding written and verbal communication skills; ability to present to executives at large firms
  • Ability to collaboratively sell solutions in a multiproduct environment
  • Proven ability to work seamlessly with cross-functional teams to achieve success on behalf of customer
  • Balance of strategic and tactical skills; creative thinking skills
  • Ability to quickly grasp customer business issues and identify the relevant business value of Tufin’s solutions
  • Ability to work in a dynamic and quickly changing emerging market environment working with early adopter prospects and partners
  • Master's degree or equivalent is a plus

Description

Tufin is the leader in Network Security Policy Orchestration for enterprise cybersecurity. Our customers turn to Tufin to simplify management of some of the largest, most complex networks in the world, consisting of thousands of firewall and network devices and emerging hybrid cloud infrastructures. Enterprises select the company’s award-winning Tufin Orchestration Suite to increase agility in the face of ever-changing business demands while maintaining a robust security posture. The Suite reduces the attack surface and meets the need for greater visibility into secure and reliable application connectivity. Its network security automation enables enterprises to implement changes in minutes with proactive risk analysis and continuous policy compliance.

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.
  • Build relationships with key partner leaders/engineers 
  • 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.
  • Development of technical enablement strategies and plans for channel partners
  • 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.
  • Be Tufin technical expert: know security, networking, competition, and channels business dynamics


Requirements

  • Must have Federal experience
  • Clearances preferred
  • 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


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: Kansas City/St Louis

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

Description

The Sales Development Representative is responsible for proactively prospecting targeted accounts in a geographic area to generate sales qualified leads. The Sales Development Representative’s mission is to uncover interest in Tufin in a defined territory, with the goal of setting discovery meetings with regional sales managers. These meetings need to generate new opportunities and contribute to building sales pipeline, as new logo customers for Tufin. In addition, having command of a strong prospecting process and exceptional documentation/communication of activities through SFDC, Discover Org, SalesLoft Outlook.

This individual will have a direct impact on Tufin’s success by generating qualified leads into the sales pipeline and success will be measured as such. 

 

A DAY IN THE LIFE

  • Ability to develop a 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

Location: Fairlawn, OH

Requirements

  • Successful track record of working in team office environment
  • Understands and embraces prospecting accounts
  • 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 have a sales career


Description

The VP, Americas Sales will manage 3 Area Vice Presidents and the Americas Sales Engineering Director. You will join the sales management team, driving growth in the enterprise software applications market. This will provide you with the platform to grow and scale a North American sales team. The primary responsibility is to drive sales revenue and develop the pipeline and foundation for future growth in the region. 

  • Build a strong pipeline of opportunities with a heavy focus on new accounts in the region.
  • Responsible for monitoring the performance of the sales team by establishing a system of reports and communications involving sales reports, cyclical sales meetings, sales newsletters and electronic bulletins.
  • Cross Sell Upsell existing account base.
  • Meet and exceed both short-term revenue goals as well as long-term revenue potential
  • Work and team up with new and existing Reselling Partners to close enterprise deals.

Location: Boston, MA

Requirements

  • 10+ years Account Management experience in the region and solid experience in managing Sales teams.
  • 7+ years managing a team of salespeople
  • Managed new business reps and installed account reps
  • Background in selling networking/security solutions or Enterprise Software to Enterprise customers
  • Strong selling skills into major accounts, with an understanding of large business organizations and their buying cycles
  • A proven track record of success is critical
  • Must be a self-starter and a strong closer
  • Position requires day-to-day and overnight travel