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 

Description

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

Responsibilities

  • Meet or exceed quarterly and yearly products/services sales goals.
  • Provide extensive tactical and strategic pre-sales support for the Tufin inside sales team.
  • Build relationships with key partner leaders/engineers 
  • Identify and develop business opportunities with potential customers/channels/partner.
  • Provide technical pre-sales support to various entities for the purpose of promoting and selling Tufin products/ services. Entities include: potential customers, existing customers, partners, and resellers. Pre-sales activities will also include close interaction with internal groups such as product management, marketing, R&D and post-sales support.
  • Initiate and manage numerous remote proof of concept installations.
  • Development of technical enablement strategies and plans for channel partners
  • Training partners and resellers on the proper positioning and technical sales of Tufin products.
  • Interfacing with R&D & Product Management for the purpose of articulating collected RFEs and the associated business cases
  • Ongoing collection and dissemination of technical competitive information
  • Execute responsibilities using all possible media and methods including conference calls, emails, web demonstrations, on site visits, public presentations, trade show attendance and more.
  • Be Tufin technical expert: know security, networking, competition, and channels business dynamics


Requirements

  • Must have Federal experience
  • Clearances preferred
  • 2+ years firewall experience and 7+ years customer-facing
  • Practiced experience with development, delivery and deployment
  • Ability to work in a team sales environment, participating in sales strategies as well as individual stand-alone sales activities.
  • Ability to understand the highly charged sales situations and hidden agendas
  • Highly developed interpersonal skill
  • Strong presentation and pitch skills
  • Ability to rapidly understand and articulate new technology.
  • A high sense of urgency and deep interest in serving the customer.

·       Skills

  • Hands on functional experience with multiple firewalls platforms to include some of the following:
  • Check Point Firewall-1, Provider-1, and VSX
  • Cisco FWSM, CSM, ASA, routers and switches
  • Juniper Firewalls and NSM
  • Fortinet Fortigate
  • Palo Alto
  • Cloud Security (NSX, OpenStack, AWS etc…)
  • A deep current and historical understanding of firewall and security architectures.
  • A strong working knowledge of application development cycles, delivery and deployment
  • Hands on functional understanding of supporting technologies such as SSH, LDAP, Active Directory, Radius, TACACS, SIM, and event correlation.
  • Hands on functional understanding of parallel technologies such a VMWare, APT, Cloud (AWS, Azure, NSX, OpenStack) and F5.
  • Hands on, strong functional understanding of networking
  • Dev:
  • Knowledge & Experience in Linux – a must.
  • Knowledge & Experience with scripting (Bash, Python) – desired
  • Knowledge & Experience developing in C and Java – a plus
  • Required travel could reach 50% at times


Description

The Regional Sales Manager will identify new sales prospects within the Region enterprise sector, working directly with prospects and channel partners. New logo business will make up the majority of the candidates business however, a select number of existing customer accounts will be allocated to upsell and cross sell incremental elements of the Tufin portfolio. Additional responsibilities are as follows:

  • Build a strong pipeline of opportunities with a heavy focus on new accounts in the region.
  • Control the sales process and drive leads to closure – generate new revenues.
  • Develop deep understanding of product capabilities and value proposition
  • Present to customers and executive level prospects in a highly effective manner
  • Cross Sell Upsell existing account base.
  • Meet and exceed both short-term revenue goals as well as long-term revenue potential
  • Attend industry forums, tradeshows and events as required.

Location: 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

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 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

Description

Primary Responsibilities:

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.

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: 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

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

As a Sales Development Manager you will manage a team of 7-9 Sales Development Reps. You will report into the Mid Market Sales Director and work closely with another Sales Development Manager. Together you will lead and coach a team responsible for prospecting and generating leads within the Mid Market and Enterprise account base. This role requires strong leadership skills with a proven ability to deliver results. Being passionate about the growth of your team and their continued success is a must. You will also collaborate closely with Enterprise Sales Teams, Sales Leadership, Marketing, Operations, to drive alignment and contribute to building pipeline.

Responsibilities

  • Manage SDR’s to their KPI’s and take daily action around coaching and development
  • Drive onboarding completion and a continuous professional development experience to the Sale Development team to support productivity and career progression at Tufin
  • Accountable for SDR team’s monthly performance goals are met and exceeded
  • Collaborate with marketing and other departments to develop sales ready messaging
  • Ensure use sales enablement tools to drive productivity and efficiency within the SDR
  • Be a daily motivator, drive and manage contests to inspire and celebrate results in a team enviroment
  • Drive increased conversion rates of meetings to opportunities, and closed win’s generated by SDR team, understand contribution to generated revenue on a quarterly and annual basis

Qualifications

  • Passionate about coaching and developing the careers of your team
  • 3-5 years management experience leading a prospecting team or lead generation team
  • Experience as a player coach going above and beyond general scope of work in a high-performing sales team
  • Experience with Salesforce, Outreach.io and other inside sales technology to maximize productivity
  • Ability to draw actionable insights from data to frame coaching sessions
  • Expert communicator: Strong presentation, communication, active listening and influencing skills


Requirements

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 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
  • 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 a 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

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 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