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

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 French & 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

  • Meet or exceed quarterly and yearly products/services sales goals.
  • Provide extensive tactical and strategic pre-sales support for the Tufin inside sales team.
  • 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.
  • 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.

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:
  • 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

Fluency in Arabic and English is required 

Description


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.
  • 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.
  • 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.

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:
  • 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

Fluency in German and English required 

Description


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.
  • 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.
  • 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.

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:
  • 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

Responsibilities:

A senior sales position focused on growth from already established region within the Northern European business. Identify new sales prospects in the primary Nordic, Baltic and Russian (secondary) 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 

•      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

Requirements of the Candidate

·        A minimum of 8 years’ experience selling enterprise software based solutions at senior management and executive levels in Sweden, Denmark, Norway and Finland. Experience of the Russian market an advantage but not essential.

·        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 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

•      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

Requirements of the Candidate

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

·        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

The Renewal Specialist will work closely with internal resources to attain successful account renewals and maximize Tufin account growth.

  • Assist in securing large scale renewals in close partnership with Channel Manager, Sales Reps
  • Problem Solving: resolving product & licensing issues, complaints etc.
  • Channel Involvement: working with Partners, re-sellers and distribution.
  •  Deliver against assertive Online Renewals revenue targets using all available tools and tactics
  • Achieve quarterly and annual renewal goals.
  • Achieve successful negotiation strategies for account agreement renewals that expand agreement value and length while enhancing the customer relationship.

Requirements

Additional languages -a plus (German, Italian etc…)

  • Renewals Experience: Minimum 2yr Experience in Renewal/Retention via Channel in a software company
  • Drive Growth: working knowledge of renewals, renewals programs, nurture programs, loyalty programs and the mechanics that support revenue growth from existing customers
  • Numbers Driven: knows how to focus on hitting targets and is personally motivated to overachieve
  • Team Player: Enjoys sharing credit for collaborative efforts
  • Customer Love: intimate understanding of the importance of building sustained and long-term relationships with our customers for both the Consumer and SMB markets
  •  CRM Experience and Quarterly Forecasting Experience - an advantage