Department: EMEA Sales
Location: Madrid, Spain

Description

Role Responsibilities:

  • Meet or exceed quarterly and yearly product/service sales goals
  • Provide extensive tactical and strategic pre-sales support for Tufin sales personnel covering South/West EMEA territory, focusing on Spain and Portugal.
  • Provide technical presales support to groups within the organization and external parties for the purpose of promoting and selling Tufin products & services.
  • Engagements across a wide range of activities with 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 on site and remote proof of concept installations in technically challenging environments.
  • Training partners and resellers on positioning and technical sales of Tufin products
  • Interfacing with R&D for the purpose of articulating collected RFE’s and the associated business cases
  • Ongoing collection and dissemination of technical competitive information
  • Responsibilities in promotion of the Tufin business using all possible media and methods including conference calls, emails, web demonstrations, site visits, public presentations, trade show attendance and other collaborative marketing incentives
  • 50%+ travel within assigned territory, focusing on Spain and Portugal.

Location: Madrid/Barcelona

Requirements

Technical Experience:

  • Five years experience in a presales capacity for a Vendor or VAR
  • Strong background in working on solutions deployed into enterprise networks
  • Deep understanding of firewall rules & policy management
  • Good understanding of networking protocols, their application and inter-operation
  • Hands-on experience with deployment of networking and/or security products
  • Experience in delivering POC (Proof of Concept) in complex environments
  • Broad experience of market place network and security products
  • Hands on functional understanding of supporting technologies such as SSH, LDAP, Active Directory, Radius, TACACS, Syslog, SNMP SIEM, and event correlation
  • A deep current and historical understanding of firewall and security architecture
  • Good knowledge of Linux platforms

Sales Experience:

  • Appreciation of having an individual target (OTE)
  • Ability to work in a team sales environment, participating in sales strategies as well as individual stand-alone sales activities
  • Strong commercial awareness and ability to identify and develop opportunities
  • Knowledge of the ‘startup’ organization challenges
  • Understanding of channel partnership responsibilities
  • Experience with closing on $300-500K + deal sizes
  • Ability to convey complex solutions at both conceptual and technical levels
  • Ability to cope with long sales cycles and prioritization of workloads

Other Skills & Qualities:

·      Keen interest in technology

·      Extensive Pre-sales technical experience in the security and Networking software/hardware field

·        Ability to understand highly charged sales situations and sales profiling

·        Must enjoy complex situations, environments and challenges

·        Highly developed interpersonal skills

·        Ability to rapidly understand and articulate new technology

·        A high sense of commitment and deep interest in customer satisfaction

·        Strong analytical and problem solving skills


Desirable Experience:

  • Hands on configuration / management of:
  • Check Point Firewall-1, Provider-1, and VSX
  • Cisco FWSM, PIX, CSM, ASA, routers and switches
  • Juniper ScreenOS & JunOS and NSM
  • F5 & Load Balancers
  • Fortinet Fortigate
  • McAfee and Stonesoft
  • Palo Alto – next generation enterprise Firewalls
  • VMware & VMware NSX
  • Amazon & AWS
  • Azure MS
  • Other Role & Architecture experience:
  • TDA / Solutions Architect
  • Data Centre Design
  • Capacity Planning
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