Description

About Tufin

Tufin 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.

Role Description

The Renewals Manager owns the responsibility for Tufin’s perpetual Maintenance & Support license renewals business process and transformation. As a core member of Tufin Customer Success leadership team, the Renewals Manager leads a group of renewals specialists focused on annual maintenance license renewals. This is a highly visible role that oversees a significant and critical revenue stream for the company. The Renewals Manager is comfortable driving iterative process improvement and knows how to motivate teams and create high levels of engagement and can manage effortlessly on a global basis.

Responsibilities:

·Execute and evolve on the renewal management strategy with a Customers for Life mission through direct and indirect channels improving customer retention, timely renewals and other KPIs

·Help identify and drive early, repeatable, scalable, and streamlined actions to address risk and drive healthy renewals

·Liaison between the Sales and Customer Success organizations to optimize selling efficiency and risk mitigation

·Work collaboratively with the sales, customer experience teams and executives to ensure customer satisfaction and timely renewals, optimize selling efficiency and risk mitigation, and handle exceptions responsibly

·Provide consistent, real-time data, reporting and insights related to forecasting, bookings, productivity and KPIs

·Partner with sales operations, legal and finance to ensure a holistic view of customer entitlements and procurement processes

·Build, coach and lead a global team

·Establish/Enforce global standards and consistency for executing against key performance metrics, implement best practices and optimize renewal subscription and perpetual management methodologies

·Lead monthly, quarterly and annual planning activities including forecasting, pipeline management and effectiveness

·Deliver analysis of renewal trends and performance, metrics dashboards for weekly tracking and monthly operational reviews

Requirements

·5+ years’ experience in contract renewal, sales or client success roles. Experience in renewals sales is required

·Experience managing team of client or account focused members including perpetual, subscription and multiple channels is a must

·Strong analytic and quantitative skills; ability to determine trends and propose solutions

·Strong proficiency with Salesforce.com

·Possess intellectual curiosity and problem-solving skills with ability to navigate challenging situations in a professional manner

·Familiarity with contracts, terms of service and associated legal issues

·Previous experience with automated, multiple stream quoting for perpetual and subscription sales

·Ability to appropriately explain difficult issues and solid negotiation skills for contract interpretation/negotiation at senior level

·Bachelor’s Degree – Business, Administration or Marketing preferred

Description

As the market leader of award-winning Security Policy Orchestration solutions, Tufin provides enterprises with the ability to streamline the management of security policies across complex, heterogeneous environments. With more than 2,000 customers, Tufin automatically designs, provisions, analyzes and audits network security configuration changes - from the application layer down to the network layer – accurately and securely. It assures business continuity with a tight security posture, rapid service delivery and regulatory compliance across physical, private, public and hybrid cloud environments.

We’re growing - a lot - and as a result we’re looking for an experience sales manager to lead, mentor, develop and grow our inside sales teams in Akron, OH. You will be an extraordinary sales manager and a company leader. You will oversee a team of inside (quota carrying - 360 sales cycle) sales people focused on expanding the current client base in North America, and our Business Development representatives. You’ll be working with each salesperson, providing feedback, coaching and training to ensure quota attainment. 

Requirements

Some of the Things You'll be Doing:

·Ensuring the team achieves their revenue quota and Tufin’s expands its reach in new and existing accounts across North America.

·Leading by example - you’ll be coaching, mentoring your existing team - and recruiting and training new team members

·Building operational efficiency and process development for inside sales team

·Driving effective sales delivery by preparing the team to effectively qualify leads and opportunities, conduct product demonstrations and presentations, and close business

·Accelerate the ramp time of new hires by providing sales, industry, software, and process training

·Develop the individuals on the team through call-shadowing with immediate feedback, as well as ongoing 1:1 coaching

·Tight management of team’s lead management process and pipeline to ensure accurate revenue forecasting

·Active participation in the sales cycle to bring leadership and strategic support to large deals

·Oversight of leads and pipeline management in CRM system

·Tracking and reporting of sales metrics

Who You Are: 

· Strong Manager. You are a people person who is a great recruiter, motivator, mentor and coach.

· Amazing Salesperson. You have a desire, even an obsession, to bring new customers into Tufin and maximize revenue. You are a closer.

·Team Player. Proven collaborator and liaison with all levels and departments within an organization.

·Experienced. Previous sales team leadership experience in technology or software sales environment strongly preferred. Strong sales skills, ideally with focus on expansion of existing accounts and doing the full sales cycle.

·Missionary. Highly driven individual with an execution focus and a strong sense of urgency and a belief in Tufin’s mission.

·Proactive. Willing to go the extra mile with a strong work ethic; self-directed and resourceful.

·Performer. Consistent quota overachievement in previous roles.

· Energetic and Creative. Energy and enthusiasm are your hallmarks. You think out of the box and wow people with your interesting angles and quality work. 

·Organized. Strong organizational skills with the ability to multi-task and prioritize well in a fast paced, dynamic work environment.

·Passionate about Great Work. Nothing less than your best will do.

·You are a Recruiter! Tufin hires company builders and, in this role, you will be asked to be on the constant lookout for the best talent to bring onboard to help us continue to build one of the best companies in the world

Description

Primary Responsibilities:

The Named Account rep 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.

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

 Responsibilities:

Identify new sales prospects within the Carolinas 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 may 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. This is a Hunter Role

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

•      Develop deep understanding of product capabilities and value proposition

•      Present to executive level prospects in a highly effective manner

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

•      Attend industry forums, tradeshows and events as required

Requirements

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 hunter, 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, based in Raleigh, North Carolina covering accounts in Carolina's and Tennessee

Description

The Regional Sales Manager will identify new sales prospects within the Toronto 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: Ottowa or Montreal, Canada

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

Primary Responsibilities:

The Regional Sales Manager will identify new sales prospects within the Southeast 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: Florida or Georgia

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 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

Description

The Regional Sales Manager will identify new sales prospects within the New England 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

Description

The Regional Sales Manager will identify new sales prospects within the Philadelphia 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: Philadelphia, PA

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

 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 may 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. This is a Hunter Role

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

•       Develop deep understanding of product capabilities and value proposition

•       Present to executive level prospects in a highly effective manner

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

•       Attend industry forums, tradeshows and events as required

Based in Seattle 

Requirements

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 hunter, 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, based in Raleigh, North Carolina covering accounts in the Northwest

Description

About Tufin

Tufin 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.

Role Description

As the Renewals Specialist, you will manage all aspects of relationships between Tufin, channel partners and end users to close renewal available opportunities across all Tufin products. You will become the inside point of contact for all channel partners for the allocated territory, reseller and distributor staff relating to maintenance contract renewal.

Responsibilities:

·Lead the renewal sales cycle from proposal stage through contract execution in coordination with Field Sales.

·Achieve / exceed quarterly renewal targets

·Maximize renewal revenue

·Drive on-time or early renewals

·Accurately forecast quarterly renewal revenue

·Identify, up-sell & cross-sell opportunities within dedicated client base

·Identify “at-risk” renewal clients early in the cycle and construct the action plan to ensure a successful, timely renewal

·Provide continuous feedback to management on both successes and challenges of the business

·Function as change agent across organizations, reinforcing and advocating “better together” principles

Requirements

Requirements:

·3+ years’ experience in Renewal/Retention quota carrying role, via channel in a software company

·Working knowledge of renewals, renewals programs, nurture programs, loyalty programs and the mechanics that support revenue growth from existing customers

·Numbers Driven: knows how to focus on hitting targets and is personally motivated to overachieve

·Team Player: Enjoys sharing credit for collaborative efforts

Description

The Sales Admin Specialist is dedicated to supporting the global sales team function through pre/post-sales activities, quotations, as well as the management of simple and complex orders. This person will be a key point of contact to sales department, customers and several internal departments to help drive growth.

Essential Job Functions

• Responsible for providing pre- and post-sales support to the global sales team.
• Prepare quotations and proposals for the sales organization
• Analyzing quotes and opportunities generated by the sales representatives to ensure smooth order processing, invoicing, delivery of license to customer and account management.
• Interact and communicate directly with sales reps, partners, end customers, and internal departments to ensure smooth sales processing
• Enters orders received from customer and channel partner into ERP system(Salesforce & Netsuite)
• Communicate with the sales team, channel partners, and customers on the status of orders.
• Work closely with Finance, Legal, and Operations department to ensure that all orders are meeting compliance requirements
• Collections
• May be assigned to execute other initiatives within the Sales Administration department

Location: Fairlawn, OH 

Requirements

• 2 + years of direct experience in a Sales Administrative/Operations role
• Previous ERP and CRM experience (advantage to SalesForce and Netsuite)
• Strong interpersonal skills with the ability to work independently and within a team environment
• Strong attention to detail 
• Successful track-record of working with cross-functional teams
• Strong communication skills, both written and verbal
• A professional demeanor at all times both with all internal and external customers
• Demonstrated proficiency with Microsoft Office: Outlook, Word, PowerPoint, Excel (intermediate Excel)

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

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