Americas Sales

Customer Success Manager

Description

About Tufin

Tufin, the Security Policy Company, is the leader in Network Security Policy Orchestration for enterprise cybersecurity. More than half of the top 50 companies in the Forbes Global 2000 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. Tufin serves over 2,000 customers spanning all industries and geographies; its products and technologies are patent-protected in the U.S. and other countries. Find out more at www.tufin.com.

Location: Fairlawn, OH

Role Description

As the Customer Success Manager (CSM), you will be responsible for building and maintaining post-sales relationships with Tufin’s customers. You will be ensuring high levels of customer satisfaction, driving adoption, expanding the use of Tufin products, managing renewals as well as customer outreach programs. You will work closely with our sales and services team to identify upsell opportunities and renewal risks and be engaged with cross-functional teams to successfully manage and resolve issues affecting your customers.

Responsibilities:

Primary point of contact for designated accounts, serving as an advocate for customer needs to drive success
Support our customers and partners in their efforts to successfully use and operationalize Tufin platforms
Perform customer onboarding, periodic business reviews, and proactively alert customers of any impending issues
Drive internal process improvement initiatives
Design and develop innovative solutions to customer requirements, with assistance from our internal R&D group as well as Product Management
Facilitate resolution of customer issues by coordinating support responses when required

Requirements

3+ years’ experience supporting customers as a customer success manager or similar role
Experience navigating enterprise organizations
Demonstrated success developing strong customer relationships
Proven success upselling / cross-selling opportunities
Superior organizational and project management skills
Excellent communication, critical thinking and analytical skills
Experience with networking devices (firewalls, switches, routers, etc.), including software-defined networking is a plus.

Customer Success Specialist

Description

About Tufin

Tufin, the Security Policy Company, is the leader in Network Security Policy Orchestration for enterprise cybersecurity. More than half of the top 50 companies in the Forbes Global 2000 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. Tufin serves over 2,100 customers spanning all industries and geographies; its products and technologies are patent-protected in the U.S. and other countries. Find out more at www.tufin.com.

Location: Fairlawn, OH

Role Description

As the Customer Success Specialist (CSS), you will be responsible for building and maintaining post-sales relationships with Tufin’s customers. You will be ensuring customer satisfaction and product renewals. You will take initiative to recommend and cross-sell products and services to meet customers’ needs. Thorough knowledge of Tufin products and services, as well as competitor products and services are paramount to the success of this role.

Responsibilities:

Perform customer onboarding, periodic business reviews, and proactively alert customers of any impending issues
Own, drive and manage the renewal process for a high volume of customers
Identify customer requirements, uncover roadblocks, and demonstrate strong account management capabilities to drive renewal to on-time closure
Communicate risk clearly and take the lead in developing resolution strategies
Drive internal process improvement initiatives
Facilitate resolution of customer issues by coordinating support responses when required

Requirements

Experience supporting customers as an account renewals or similar role
Success in building and maintaining successful relationships with existing customers and channel partners
Proven ability to meet and exceed customer success and retention goals
Demonstrated success developing strong customer relationships
Proven success upselling / cross-selling opportunities
Superior organizational, communication, critical thinking and analytical skills
Bachelor's degree in a technical or business discipline

Pre-Sales Engineer, Federal

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

Regional Sales Manager, Houston

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: 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, Kansas City

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: 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

Regional Sales Manager, Mexico

Description

The Regional Sales Manager will identify new sales prospects within the 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: Mexico

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, Phoenix

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: Phoenix, AZ

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

Sales Enablement Manager, Americas

Description

The Sales Enablement Manager will be focused on managing the delivery of sales new hire onboarding program and professional development training and tactical sales initiatives to optimize sales performance and efficiency.

The focus of this role is to help our Sales Team gain knowledge, sharpen skills, utilize marketing messaging, leverage tools/technology, and ultimately become more efficient in advancing customers through the buying journey. You will partner with our existing team of trainers and instructional designers who are passionate about learning, development, and design to create valuable learning resources and programs for our Sales team.

Responsibilities:

Provide an optimized sales onboarding experience for new team members, accelerating their path to productivity
Plan and deliver high quality sales leadership training and practice workshops
Develop a customer focused sales and account management playbook, continuously aligning it to salesforce needs, tenure, and productivity
Consult with senior leadership to assess and analyze the learning needs of employees based on current and future strategic plans
Execute and monitor changes to the salesforce enablement program (practices, mechanisms and tools) in line with lead gen and ongoing account management/prospecting
Partner with other business areas (marketing and product) to gather insights and develop narratives/pitches that enable sales team to communicate value to customers
Create and host recurring Sales certification programs
Onboard new Sales team members, continuing to improve this process
Develop and maintain Sales playbooks, one sheets, and other job aides
Create and host in-person and online trainings (live, eLearning, webinar)
Manage team calendar and scheduling
Provide reporting and analysis on team performance
Evaluate training needs of the Sales organization and develop proactive and sophisticated learning resources using our existing LMS system and training programs
Act as a trusted advisor to our Sales team and work closely with Sales leaders to define and communicate expectations and processes
Ensure collaboration among cross-functional teams for the rollout of new marketing assets, understand the asset needs of the Sales team, deliver those assets, and measure their effectiveness to define future content development needs

Location: Boston Office

Requirements

About You:

· You have 3+ years in Sales Operations or Enablement supporting a direct B2B sales organization

· Your writing is out of this world - and you have a keen eye for detail

· You have a proven ability to deliver both strategic and tactical results from inception to completion

· Demonstrated ability to establish and manage project priorities and timelines to achieve results

· You are passionate about sales and coaching

· Ability to self-start, prioritize, and stay organized in a dynamic work environment

· Drive consistency and efficiency of process and tools across teams

· Define and track the right metrics for success

· Innovative, high energy, entrepreneurial self-starter who has experience taking initiative and owning end to end deliverables in a fast-paced environment

· You enjoy taking the lead in collaborative work to bring projects to life

· Ability to analyze and interpret data or are willing to learn

· Direct experience with Salesforce.com

Gold Stars:

· You have experience working in a sales environment at a technology company

· You have 2+ years of direct selling experience