Description

Seeking a high-energy, driven Business development representative (BDR) to join an exciting and rapidly growing company in the EMEA region. The BDR will follow up on inbound leads and perform outbound prospecting to identify and qualify a consistent flow of business opportunities that contribute to the pipeline of field sales in DACH. This position is situated in the Tufin Reading office with day-to-day management from and reporting to the Inside Sales Manager. Native proficiency in German and English is essential for success. 

Roles/Responsibilities 

  • Meet and/or exceed daily, weekly and monthly performance targets for number of cold calls, meetings, and qualified opportunities
  • Perform cold calls and send introduction emails to marketing generated leads in the region
  • Identify and route qualified opportunities to the appropriate salesperson for further development
  • Use the Internet, sales intelligence tools (RainKing, DiscoverOrg), and social media resources to prospect and identify key executives at target companies
  • Crisply articulate the features and benefits of Tufin’s solutions
  • Manage, track, and report sales activities and results using Saleforce.com
  • Drive registrations for company and regional events
  • Quantify lead conversion rates from demand-generation campaigns

Requirements

  • 1 Year previous experience in a similar sales role
  • Experience in a high-growth technology/software company is preferred
  • Impeccable follow-up, organizational, and time management skills
  • Strong work ethic and positive attitude
  • Strong telephone, interpersonal and communication skills
  • Experience with Salesforce.com, RainKing, and DiscoverOrg is preferred
  • Bachelor’s Degree in Business, Sales, or related fields
  • Worked within a quota-driven environment and exceeded goals
  • Native proficiency in German and business level English is required

Location: Tufin Office in Reading, UK

Description

Description:

·        The Channel Account Manager will be a hands-on role centered on developing existing key partner relationships to specific goals, proactively identifying and recruiting newly identified partners in the markets.

·        The Channel Account Manager will develop and execute against the business plan for partners in the above regions; growing revenue by driving Tufin relevance, alignment to prospective end user accounts, implementing channel programs and assisting partners in closing business with Tufin sales representatives and channel’s own representatives.

·        The Channel Account Manager will need a strong channel and sales background, experience in the security software market and additional background in automation software would be an additional advantage. 

 

Areas of Responsibilities:

·        Deliver and present the Tufin Channel Program to identified relevant partners

·        Profile and collect relevant information on partner GTM and focus for proper alignment

·        Deliver account mapping, GTM programs and educate through sales training and technical certification compliance

·        Deliver pre-sales engineering programs to develop new business and expand Tufin within partner’s customer base

·        Skilled at objection handling and presentations to transfer Tufin value

·        Ability to relate and interface with C-Level Executives within partners and end user accounts

·        Craft and drive success against an agreed business plan with each partner

·        Attend end user sales appointments with Channel Partners when required, showcasing past sales experience a plus

·        Build a strong pipeline around new business creation with partners

·        Provide regular pipeline updates and lead generation activity reports

·        Provide sales/marketing campaign support to resellers

Requirements

·        Successful track record in building channel operations and partnerships

·        At least 5-years in channel development and partner management in the high-tech software industry

·        Experience in understanding complex, high-end Enterprise solutions

·        Experience in working with mid-sized and national oriented resellers and system integrators

·        MSSP background and understanding a plus

·        Proven results-oriented examples of growing partners

·        Ability to work autonomously and in virtual teams

·        Proven high energy, positive attitude contributor to past positions

·        Willing and able to travel throughout the region – 50%

Description

LOCATION: Tufin's Reading office, UK

Responsibilities

  • Identify and manage all clients and opportunities within the region as objectives
  • Contact all existing clients to confirm positions and responsibilities
  • Work with external sales and channel team where necessary
  • Work with marketing to drive attendance at events, webinars etc
  • Work with bought in databases and existing SFDC
  • Keep SFDC clean and up to date
  • Cold call, BANT qualify, technical overview, manage sales cycle and close deals
  • Understand channel strategy and work with channel managers to identify and close deals
  • Provide quotes, emails and back up as necessary into the target account list
  • Establish and develop ongoing professional relationships with key contacts
  • Ensure the renewals target is over achieved and identify up sell opportunities in that renewals base
  • Be the key contact and autonomous person for SME clients
  • Be able to own/drive a WebEx demo of the solution, and handle basic technical enquiries
  • Send appropriate client introduction emails and communications
  • Manage back office functions and liaise directly with Sales Ops etc
  • Carry out other duties that may be applicable to the role

Requirements

Measures

  • Annual & quarterly $ revenue sales target
  • Minimum 2 client WebEx demos per week
  • 50 outgoing completed calls per week / 2 hours outbound per day

Skills

  • Native or business level proficiency in German & English required 
  • Strong work ethic
  • Good telephone manner
  • Good organizational skills
  • Ability to work as part of a team
  • Ability to identify sales opportunities
  • 2 Years previous experience in similar sales role
  • Professional
  • Confident & ambitious
  • Positive & energetic

Description

LOCATION: Tufin's Reading office, UK

Responsibilities

  • Identify and manage all clients and opportunities within the region as objectives
  • Contact all existing clients to confirm positions and responsibilities
  • Work with external sales and channel team where necessary
  • Work with marketing to drive attendance at events, webinars etc
  • Work with bought in databases and existing SFDC
  • Keep SFDC clean and up to date
  • Cold call, BANT qualify, technical overview, manage sales cycle and close deals
  • Understand channel strategy and work with channel managers to identify and close deals
  • Provide quotes, emails and back up as necessary into the target account list
  • Establish and develop ongoing professional relationships with key contacts
  • Ensure the renewals target is over achieved and identify up sell opportunities in that renewals base
  • Be the key contact and autonomous person for SME clients
  • Be able to own/drive a WebEx demo of the solution, and handle basic technical enquiries
  • Send appropriate client introduction emails and communications
  • Manage back office functions and liaise directly with Sales Ops etc
  • Carry out other duties that may be applicable to the role

Requirements

Measures

  • Annual & quarterly $ revenue sales target
  • Minimum 2 client WebEx demos per week
  • 50 outgoing completed calls per week / 2 hours outbound per day

Skills

  • Strong work ethic
  • Good telephone manner
  • Good organizational skills
  • Ability to work as part of a team
  • Ability to identify sales opportunities
  • 2 Years previous experience in similar sales role
  • Professional
  • Confident & ambitious
  • Positive & energetic

Description

LOCATION: Tufin's Reading office, UK

Responsibilities

  • Identify and manage all clients and opportunities within the region as objectives
  • Contact all existing clients to confirm positions and responsibilities
  • Work with external sales and channel team where necessary
  • Work with marketing to drive attendance at events, webinars etc
  • Work with bought in databases and existing SFDC
  • Keep SFDC clean and up to date
  • Cold call, BANT qualify, technical overview, manage sales cycle and close deals
  • Understand channel strategy and work with channel managers to identify and close deals
  • Provide quotes, emails and back up as necessary into the target account list
  • Establish and develop ongoing professional relationships with key contacts
  • Ensure the renewals target is over achieved and identify up sell opportunities in that renewals base
  • Be the key contact and autonomous person for SME clients
  • Be able to own/drive a WebEx demo of the solution, and handle basic technical enquiries
  • Send appropriate client introduction emails and communications
  • Manage back office functions and liaise directly with Sales Ops etc
  • Carry out other duties that may be applicable to the role

Requirements

Measures

  • Annual & quarterly $ revenue sales target
  • Minimum 2 client WebEx demos per week
  • 50 outgoing completed calls per week / 2 hours outbound per day

Skills

  • Native or business level proficiency in Spanish, Italian & English required 
  • Strong work ethic
  • Good telephone manner
  • Good organizational skills
  • Ability to work as part of a team
  • Ability to identify sales opportunities
  • 2 Years previous experience in similar sales role
  • Professional
  • Confident & ambitious
  • Positive & energetic

Description

Responsibilities:

Identify new sales prospects within the UK and Ireland, working directly with end user prospects and through channel partners. A senior sales professional focused on driving new logo business that will make up the majority of the candidates business. 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.
  • This being a predominately “hunter” focused role, control the sales process and drive leads to closure to generate new revenues.
  • Understand the vertical sector challenges, trends and opportunities and be able to fluently communicate to C-level executives to understand their focus and strategy
  • Be fluent in presenting to executive level prospects in a highly effective manner
  • Engage and utilize the full support and capability of the Tufin organization as part of the growth plans
  • Meet and exceed both short-term revenue goals as well as build consistent long-term revenue potential
  • Attend industry forums, tradeshows and events as required.

 

Requirements

  • A minimum of 8 years’ experience selling enterprise software based solutions at senior management and executive levels within the UK & Ireland markets
  • 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 proven hunter, self-starter and a strong closer with a demonstrable track record of success
  • Experience of working with sales forecasting tools – Oracle/SFDC.
  • Great collaboration and team skills are needed to develop trusted relationships internally, as well as externally with Customers and Partners .
  • 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 UK, working directly with end user prospects and through channel partners. A senior sales professional focused on driving new logo business that will make up the majority of the candidates business. 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.
  • This being a predominately “hunter” focused role, control the sales process and drive leads to closure to generate new revenues.
  • Understand the vertical sector challenges, trends and opportunities and be able to fluently communicate to C-level executives to understand their focus and strategy
  • Develop deep understanding of product capabilities and value proposition in the Financial Services sector
  • Be fluent in presenting to executive level prospects in a highly effective manner
  • Engage and utilize the full support and capability of the Tufin organization as part of the growth plans
  • Meet and exceed both short-term revenue goals as well as build consistent long-term revenue potential
  • Attend industry forums, tradeshows and events as required. 

Requirements

  •  A minimum of 8 years’ experience selling enterprise software based solutions at senior management and executive levels within the UK & Ireland markets
  •  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 proven hunter, self-starter and a strong closer with a demonstrable track record of success
  • Experience of working with sales forecasting tools – Oracle/SFDC.
  • Great collaboration and team skills are needed to develop trusted relationships internally, as well as externally with Customers and Partners .
  • 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 in Germany, working directly with end-user prospects and through channel partners. A senior sales professional focused on driving new logo business that will make up the majority of the candidates business. 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.in Switzerland
  • This being a predominately “hunter” focused role, control the sales process and drive leads to closure to generate new revenues.
  • Understand the vertical sector challenges, trends, and opportunities and be able to fluently communicate to C-level executives to understand their focus and strategy
  • Develop a deep understanding of product capabilities and value proposition in the region
  • Be fluent in presenting to executive level prospects in a highly effective manner
  • Engage and utilize the full support and capability of the Tufin organization as part of the growth plans
  • Meet and exceed both short-term revenue goals as well as build consistent long-term revenue potential
  • Attend industry forums, trade shows, and events as required.

Position located: Berlin or Humburg, Germany

Requirements

A minimum of 8 years’ experience selling enterprise software-based solutions at senior management and executive levels within the Region

  • Background in selling networking/security solutions or Enterprise Software to Enterprise customers
  • An established network of contacts at major accounts in the Telecom Industry in the region
  • An established network of contacts at major enterprise accounts in Switzerland
  • Strong selling skills into major accounts, with an understanding of large business organizations and their buying cycles
  • Must be a proven hunter, self-starter and a strong closer with a demonstrable track record of success
  • Experience of working with sales forecasting tools – Oracle/SFDC.
  • Great collaboration and team skills are needed to develop trusted relationships internally, as well as externally with Customers and Partners.
  • 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, working directly with end user prospects and through channel partners. A senior sales professional focused on driving new logo business that will make up the majority of the candidates business. 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.
  • This being a predominately “hunter” focused role, control the sales process and drive leads to closure to generate new revenues.
  • Understand the vertical sector challenges, trends and opportunities and be able to fluently communicate to C-level executives to understand their focus and strategy
  • Develop deep understanding of product capabilities and value proposition in the region
  • Be fluent in presenting to executive level prospects in a highly effective manner
  • Engage and utilize the full support and capability of the Tufin organization as part of the growth plans
  • Meet and exceed both short-term revenue goals as well as build consistent long-term revenue potential
  • Attend industry forums, trade shows and events as required.

 

Requirements

  • A minimum of 8 years’ experience selling enterprise software based solutions at senior management and executive levels within the Region
  • 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 proven hunter, self-starter and a strong closer with a demonstrable track record of success
  • Experience of working with sales forecasting tools – Oracle/SFDC.
  • Great collaboration and team skills are needed to develop trusted relationships internally, as well as externally with Customers and Partners .
  • 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, working directly with end user prospects and through channel partners. A senior sales professional focused on driving new logo business that will make up the majority of the candidates business. 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.

•      This being a predominately “hunter” focused role, control the sales process and drive leads to closure to generate new revenues.

•      Understand the vertical sector challenges, trends and opportunities and be able to fluently communicate to C-level executives to understand their focus and strategy

•      Develop deep understanding of product capabilities and value proposition in the region

•      Be fluent in presenting to executive level prospects in a highly effective manner

•      Engage and utilize the full support and capability of the Tufin organization as part of the growth plans

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

•      Attend industry forums, trade shows and events as required.

 

Requirements

·        A minimum of 8 years’ experience selling enterprise software based solutions at senior management and executive levels within the Region

·        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 proven hunter, self-starter and a strong closer with a demonstrable track record of success

·        Experience of working with sales forecasting tools – Oracle/SFDC.

·        Great collaboration and team skills are needed to develop trusted relationships internally, as well as externally with Customers and Partners .

·        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 will be allocated to upsell and cross sell incremental elements of the Tufin portfolio.
  • build a strong pipeline of opportunities, control the sales process and drive leads to closure.
  • develop deep understanding of product capabilities and value proposition to present to customers and executive level prospects in a highly effective manner.
  • meet and exceed both short-term revenue goals as well as long-term revenue potential.

As part of your role, you will attend industry forums, tradeshows and events as required.

Requirements

Must have skills

  • 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 UK and Ireland Public Sector, working directly with end user prospects and through channel partners. A senior sales professional focused on driving new logo business that will make up the majority of the candidates business. 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.
  • This being a predominately “hunter” focused role, control the sales process and drive leads to closure to generate new revenues.
  • Understand the vertical sector challenges, trends and opportunities and be able to fluently communicate to C-level executives to understand their focus and strategy
  • Develop deep understanding of product capabilities and value proposition in the Financial Services sector
  • Be fluent in presenting to executive level prospects in a highly effective manner
  • Engage and utilize the full support and capability of the Tufin organization as part of the growth plans
  • Meet and exceed both short-term revenue goals as well as build consistent long-term revenue potential
  • Attend industry forums, tradeshows and events as required. 

Requirements

  • A minimum of 8 years’ experience selling enterprise software based solutions at senior management and executive levels within the UK & Ireland Public Sector
  • 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 proven hunter, self-starter and a strong closer with a demonstrable track record of success
  • Experience of working with sales forecasting tools – Oracle/SFDC.
  • Great collaboration and team skills are needed to develop trusted relationships internally, as well as externally with Customers and Partners .
  • 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 in South Germany, working directly with end-user prospects and through channel partners. A senior sales professional focused on driving new logo business that will make up the majority of the candidates business. 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.in Switzerland
  • This being a predominately “hunter” focused role, control the sales process and drive leads to closure to generate new revenues.
  • Understand the vertical sector challenges, trends, and opportunities and be able to fluently communicate to C-level executives to understand their focus and strategy
  • Develop a deep understanding of product capabilities and value proposition in the region
  • Be fluent in presenting to executive level prospects in a highly effective manner
  • Engage and utilize the full support and capability of the Tufin organization as part of the growth plans
  • Meet and exceed both short-term revenue goals as well as build consistent long-term revenue potential
  • Attend industry forums, trade shows, and events as required.

Position located: Frankfurt or Munich, Germany

Requirements

A minimum of 8 years’ experience selling enterprise software-based solutions at senior management and executive levels within the Region

  • Background in selling networking/security solutions or Enterprise Software to Enterprise customers
  • An established network of contacts at major accounts in the Telecom Industry in the region
  • An established network of contacts at major enterprise accounts in Switzerland
  • Strong selling skills into major accounts, with an understanding of large business organizations and their buying cycles
  • Must be a proven hunter, self-starter and a strong closer with a demonstrable track record of success
  • Experience of working with sales forecasting tools – Oracle/SFDC.
  • Great collaboration and team skills are needed to develop trusted relationships internally, as well as externally with Customers and Partners.
  • 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, working directly with end user prospects and through channel partners. A senior sales professional focused on driving new logo business that will make up the majority of the candidates business. 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.

•      This being a predominately “hunter” focused role, control the sales process and drive leads to closure to generate new revenues.

•      Understand the vertical sector challenges, trends and opportunities and be able to fluently communicate to C-level executives to understand their focus and strategy

•      Develop deep understanding of product capabilities and value proposition in the region

•      Be fluent in presenting to executive level prospects in a highly effective manner

•      Engage and utilize the full support and capability of the Tufin organization as part of the growth plans

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

•      Attend industry forums, trade shows and events as required.

 

Requirements

·        A minimum of 8 years’ experience selling enterprise software based solutions at senior management and executive levels within the Region

·        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 proven hunter, self-starter and a strong closer with a demonstrable track record of success

·        Experience of working with sales forecasting tools – Oracle/SFDC.

·        Great collaboration and team skills are needed to develop trusted relationships internally, as well as externally with Customers and Partners .

·        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