Tufin is seeking a driven and experienced Technical Account Manager for Sydney, Australia, with a primary focus on driving optimal usage and ensuring complete adoption of our technologies among clients, especially in the post-sales phase. As a TAM, you will be the catalyst for clients, guiding them from initial interactions to full-scale deployment of Tufin technologies, amplifying their return on investment.
Key Responsibilities:
- Client Engagement: Lead initiatives centered on enhancing the benefits of product usage and client adoption. Document and share best practices that encourage greater product utilization among clients and internal teams. Collaborate with sales teams, emphasizing the significance of consistent product adoption for client retention and potential upselling. Track client engagement metrics to demonstrate value and ensure goals are met.
- Technical Expertise: Serve as the beacon for exceptional customer experience throughout the Tufin journey, placing a spotlight on both product usage and value. Guide evaluations to ensure client infrastructure is optimized for seamless adoption of Tufin products. Offer detailed guidance during the post-sales phase, ensuring clients not only deploy but also fully utilize Tufin products. Measure product adoption KPIs to validate technical strategy and demonstrate value.
- Customer Support: Address and resolve client challenges encountered during the initial product adoption phase, coordinating with our support team when necessary. Dive deep into the client's immediate technical needs, promoting continued product usage and adoption. Use metrics to evaluate support efficiency, client satisfaction, and demonstrate the value of swift resolutions.
- Cross-functional Collaboration: Partner with our R&D and product management teams to adapt solutions that elevate product usage and adoption among clients. Establish, maintain, and share best practices that enhance both product usage and client satisfaction. Collaborate on tracking cross-functional KPIs to gauge the effectiveness of solutions and underscore value delivered to clients.
- 5+ years of experience in presales or account management, ideally within the cybersecurity or network security domain
- Good knowledge of network security, firewall management, cloud security, and security policy automation.
- Proven experience managing large, complex sales cycles, with the ability to handle negotiations, technical discussions, and closing strategies.
- Hands-on experience with firewall administration/configuration (Check Point, Palo Alto Networks, Cisco, Juniper, Fortinet, etc.)
- Previous experience in a customer-facing, technical lead role with an emphasis on product adoption.
- Outstanding organizational and project management capabilities.
- Excellent presentation & negotiation skills.
- Proficient communication, critical thinking & analytical prowess.
- Fluency in English is required; knowledge of other languages is a plus.
- A degree in Computer Science, Information Security, Business, or a related field, or equivalent work experience.
Preferred Qualifications:
- Experience working with network security solutions, firewall orchestration tools, and security automation platforms.
- Familiarity with Tufin products and solutions, or similar security policy management tools.
