Description

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

Responsibilities

• Achieve a closed revenue target, which will be clearly defined at the beginning of each year.
• Execute full-lifecycle sales into mid-market enterprises, from cold-calls to closing.
• Execute outbound phone and email campaigns to generate interest, set new meetings, build a sales pipeline within a defined geographic territory.
• Responsible for generating outbound leads, as well as respond to and qualify marketing leads for further development and closure while achieving monthly and quarterly quota.
• Responsible for engaging with Channel Partners to drive and close business.
• Leverage sales and lead generation tools, company events, and partnering with Channel Partners to identify and qualify potential leads for the sales team.
• Engaging prospects over the phone and via email to qualify them for Web presentations add to the sales pipeline and help in achieving revenue goals.
• Build and maintain rapport with customers: identify, evaluate, research, and follow up with customer’s needs and/or concerns in turn driving contract renewals

Location: Fairlawn, Ohio

Requirements

• Bachelor’s Degree preferred.
• Must have 3+ years’ experience in direct sales, telephonic, and web-related skills (with a strong, proactive hunting mentality).
• Knowledge/Experience working in a high-tech environment, preferably from the Cyber security and/or Computer Networking field.
• High Energy, and enjoy working in a team environment
• Must be methodological, highly-organized, self-driven, and motivated, all while maintaining a professional and respectful demeanor.
• Must possess the willingness to work a flexible schedule, to support the needs of the business and performance goals across multiple time zones (depending on operational territory).

Description

The Regional Sales Director, West will be reporting to the Area VP, West and will be managing a team of enterprise sales reps within the western territory. In addition to the management responsibilities, this person 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 team’s 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.
• Responsible for monitoring the performance of the sales team involving sales reports, cyclical sales meetings, forecast reviews and QBRs
• 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
• Motivates and coaches sales team to ensure quotas are met
• Reviews and analyzes sales and operational records and reports; uses data to project sales, determine profitability and targets, and identify potential new markets
• Point of escalation for their sales team to resolve customer complaints, staffing problems, and other issues that may interfere with efficient sales operations 
• Collaborates with executive leadership to develop sales quotas and strategies
• Prepares sales budget; monitors and approves expenses

Location(s): Bay Area, Denver or Phoenix

Requirements

• 10+ years Account Management experience in the region and solid experience in managing Sales teams.
• 3+ years managing a team of Enterprise Sales Reps 
• 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

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

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

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

Description

Tufin is looking for a Sales Engineer to join us in the Cloud Business Unit, based in Boston MA. In this role, you will be responsible for the technical aspects of sales for Tufin’s cloud solutions. You'll work in a matrixed structure along with a dedicated Cloud Sales Specialist to sell Tufin’s cloud-native products into enterprise accounts. On a daily basis, you'll collaborate closely with account teams in a matrixed organization including account management, solutions engineers, and partner account management. 

• Own all aspects of the technical sales for Tufin Cloud Products: technical presentations, executing Proof of Concept (POC), Monitor free-trail evaluations and facilitate, identify and develop assets to ensure customer’s realize value quickly and consistently
• 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
• Work closely with the enterprise sales account teams to identify key accounts and lead in the creation and implementation of technical selling assets and training
• Attain trusted advisor status with senior IT stake holders and hands-on users of our products
• Position requires day-to-day and overnight travel

Required skills

• 5+ years of experience in a sales engineer role within and enterprise sales organization
• 4+ years of experience focused on cloud platform technologies, Red Hat Open Shift, AWS, Azure, Google Cloud, Kubernetes, Docker
• Proven track record and consistent achievement in a sales engineer role
• Competitive knowledge of the security and emerging cloud-native security market Twistlock, Dome9, Redlock, Palo Alto Networks, Aqua Security, Sky High Networks, Fortinet, Checkpoint
• Outstanding written and verbal communication skills; ability to make complex topics easy
• Ability to set expectation and manage a technical product evaluation in large IT environments
• Balance of strategic and tactical skills; creative thinking skills
• Ability to quickly grasp customer business issues and identify the relevant business value and relate them to product features and capabilities
• Ability to work in a dynamic and quickly changing emerging market environment working with early adopter prospects and partners
• Technical degree and experience working as a software engineer in the past a plus

Requirements

Description

Overview:

Are you looking for a role where you can utilize your influential skills and work with cross-functional teams globally to implement sales and marketing processes and operations? This position is your opportunity to support our global sales operations team, a critical role in helping the company scale effectively and continue to maintain a high growth rate!

What will you be doing?

As a Sales Operations Analyst, you will be working with multiple constituencies across the organization to develop, manage, optimize and ensure compliance with processes related to sales and marketing. You will support sales reporting, order processing and fulfillment, quoting, sales training, and commission structure. This role will support the implementation, administration, and hygiene of such processes in CRM.

Your responsibilities will include:

• Working with sales management to drive best practices throughout CRM.
• Ensure effective data management and reporting on key metrics for direct sales, channel sales and marketing operations.
• Create reports and analyze data for patterns that indicate problems that need to be addressed or opportunities to investigate. Investigate root causes and work with sales and marketing leadership to address them.
• Supporting the business operational planning including preparation for the monthly, quarterly and annual sales cadence activities.
• Creating and maintaining reporting and business cadence to proactively inspect and manage Tufin sales, drive the pace of the business and go-to-market efforts to meet critical KPIs in terms of bookings, revenue, forecast, attainment and opportunity pipeline.
• Developing and maintaining strong relationships and influencing all sales managers. 
• Sharing best practices across countries and wider business. 
• Ensuring the sales team leverages the common processes and tools developed for the business. 
• Owning consolidated input from different groups into the feedback loop for the sales team – which will be fed to Sales Support (CRM, Marketing, Tech, etc.) teams on tools and training requirements.
• Implementing new tools and techniques to enable sales force effectiveness.
• Managing our reporting platform and working with the CRM admin team to drive change.
• Help augment CRM database and improve data hygiene.

We are looking for an intelligent, highly driven individual with in-depth knowledge of sales processes and CRM. Strong business acumen and process orientation are key for this role.

Other qualities you’ll need to be a fit for this role include:

• Bachelor’s degree, preference in Business or Marketing
• 2+ years of sales operations or business analysis experience preferred
• Strong analytical skills and the ability to create influential dashboard reporting
• Availability to occasionally work early morning or late evening hours, due to the global nature of the business
• Ability to deal with a rapidly changing environment, pivot and navigate as necessary, and drive for clarity 
• Decisive execution skills, an eye for detail, and action-oriented, while maintaining good judgment in a fast-paced environment
• Impact and influential skills at all levels of the organization
• High personal accountability for self and others
• Sales and marketing know-how
• Familiarity with SFDC. Knowledge and understanding of CRM
• High degree of Microsoft Excel proficiency
• Excellent problem solving and analytical skills
• Excellent presentation skills

Requirements

Description

The VP, Sales Operations function will act as an integrating role between various sales and marketing areas, including sales operations, sales development/ training, product marketing, content marketing, field marketing and HR. This position is responsible for leading the Sales Operations initiatives for the Field Sales roles (named account reps, territory reps, sales specialists, inside sales and partner managers) to increase the sales productivity and support the sales force transformation.

Key responsibilities include:

• Conduct an analysis of the current state of sales productivity in conjunction with Sales Operations.
• Establish metrics and objectives for sales enablement and make recommendations for increasing sales productivity.
• Map company’s sales process with our customer’s buying process to understand and enhance what skills, knowledge, process and tools are required by our sales force to increase velocity and conversion rates at each stage in those processes.
• Conduct an analysis of current skills, processes, knowledge and processes to and work with the sales leadership team to identify strengths and areas for development.
• Develop and manage the 6-12 month Sales Enablement roadmap.
• Implement the development, delivery and training of effective sales playbooks by Field Sales role in tight collaboration with Field Sales (especially first-line managers), sales operations, education and product marketing.
• Create and update playbooks based on seller feedback and shifting market demands.
• Help create a development program for frontline managers to ensure they have the skills, knowledge, processes and tools required to lead their sales teams effectively.
• Roll out a comprehensive on-boarding program through direct and third-party resources in tight collaboration with HR.
• Partner with sales leadership and HR to establish a sales competency and assessment framework to ensure that the needs of salespeople, and their managers, are met.
• Drive, in a measurable way, significant sales productivity increases for company’s Field Sales roles.
• Utilize and leverage sales technology tools for reporting and benchmarking.
• Participate in the selection and implementation/deployment of technologies to be used by the Field-force to increase efficiency and effectiveness.
• Regularly spend time in the field with managers and reps to understand the “field reality” and build sales enablement deliverables to meet their needs.

Location: Boston, MA

Requirements

• BS/BA Required.
• Minimum of 10 years of sales/sales operations/sales enablement experience with global high tech B2B organizations.

Knowledge/Experience:

• Direct Field Sales and Field Sales Management experience and proven track record required (quota carrying).
• Experience creating and implementing successful sales process/methodology/ sales playbook initiatives.
• Experience building effective field sales on-boarding and sales training programs.
• Experience with CRM (such as Salesforce.com) and sales enablement platforms (such as SAVO).
• Ability to create and track metrics which demonstrate constant increases in sales productivity.

Skill Areas:

• Strategic planning and thinking.
• Creative problem-solving skills.
• Ability to break down complex problems in a simplified way.
• Creative thinking and ability to innovate.
• Ability to work cross-functionally for the greater good of the company.
• A passion for the profession of sales.