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

Location: TOLA based - Houston or Florida

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

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 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 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 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: 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

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 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

Description

The Sales Operations, Enablement 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 Enablement 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.

 

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