Description

The Inside Sales Representative is responsible for proactively prospecting targeted accounts in a geographic area to develop a pipeline of sales revenue. The Inside Sales Representative’s mission is to uncover interest in Tufin in a defined territory with the goal of delivering sales revenue. In addition, have command of a strong sales process, the ability to utilize whiteboard sales methodology and exceptional documentation/communication of activities through SFDC, Discover Org, and Outlook.

Responsibilities

  • Achieve a closed revenue target, which will be clearly defined at the beginning of each year.
  • Execute full-lifecycle sales into mid-market enterprises, from cold-calls to closing.
  • Execute outbound phone and email campaigns to generate interest, set new meetings, build a sales pipeline within a defined geographic territory.
  • Responsible for generating outbound leads, as well as respond to and qualify marketing leads for further development and closure while achieving monthly and quarterly quota.
  • Responsible for engaging with Channel Partners to drive and close business.
  • Leverage sales and lead generation tools, company events, and partnering with Channel Partners to identify and qualify potential leads for the sales team.
  • Engaging prospects over the phone and via email to qualify them for Web presentations add to the sales pipeline and help in achieving revenue goals.
  • Build and maintain rapport with customers: identify, evaluate, research, and follow up with customer’s needs and/or concerns in turn driving contract renewals

 

Location: Fairlawn, Ohio

 

Requirements

  • Bachelor’s Degree preferred.
  • Must have 3+ years’ experience in direct sales, telephonic, and web-related skills (with a strong, proactive hunting mentality).
  • Knowledge/Experience working in a high-tech environment, preferably from the Cyber security and/or Computer Networking field.
  • High Energy, and enjoy working in a team environment
  • Must be methodological, highly-organized, self-driven, and motivated, all while maintaining a professional and respectful demeanor.
  • Must possess the willingness to work a flexible schedule, to support the needs of the business and performance goals across multiple time zones (depending on operational territory).

Description

Pre-Sales Engineer: Location: NYC

Tufin is the leader in Network Security Policy Orchestration for enterprise cyber-security. 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


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




Requirements

Dev Requirements:

·        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

The Regional Sales Director, West will be reporting to the Area VP, West and will be managing a team of enterprise sales reps within the western territory. In addition to the management responsibilities, this person 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 team’s 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.
  • Responsible for monitoring the performance of the sales team involving sales reports, cyclical sales meetings, forecast reviews and QBRs
  • 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
  • Motivates and coaches sales team to ensure quotas are met
  • Reviews and analyzes sales and operational records and reports; uses data to project sales, determine profitability and targets, and identify potential new markets
  • Point of escalation for their sales team to resolve customer complaints, staffing problems, and other issues that may interfere with efficient sales operations 
  • Collaborates with executive leadership to develop sales quotas and strategies
  • Prepares sales budget; monitors and approves expenses

Location(s): Bay Area, Denver or Phoenix




Requirements

  • 10+ years Account Management experience in the region and solid experience in managing Sales teams.
  • 3+ years managing a team of Enterprise Sales Reps 
  • 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

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: San Francisco Area

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 Philadelphia 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: Philadelphia, PA

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

Tufin is looking for a Sales Engineer to join us in the Cloud Business Unit, based in Boston MA. In this role, you will be responsible for the technical aspects of sales for Tufin’s cloud solutions. You'll work in a matrixed structure along with a dedicated Cloud Sales Specialist to sell Tufin’s cloud-native products into enterprise accounts. On a daily basis, you'll collaborate closely with account teams in a matrixed organization including account management, solutions engineers, and partner account management. 

  • Own all aspects of the technical sales for Tufin Cloud Products: technical presentations, executing Proof of Concept (POC), Monitor free-trail evaluations and facilitate, identify and develop assets to ensure customer’s realize value quickly and consistently
  • Work closely with product management, marketing, and development to capture and address early customer challenges and concerns
  • Promote Tufin's value proposition to prospective customers and key stake holders in the highly competitive and emerging market of cloud-native application security and development
  • Work closely with the enterprise sales account teams to identify key accounts and lead in the creation and implementation of technical selling assets and training
  • Attain trusted advisor status with senior IT stake holders and hands-on users of our products
  • Position requires day-to-day and overnight travel

Required skills

  • 5+ years of experience in a sales engineer role within and enterprise sales organization
  • 4+ years of experience focused on cloud platform technologies, Red Hat Open Shift, AWS, Azure, Google Cloud, Kubernetes, Docker
  • Proven track record and consistent achievement in a sales engineer role
  • Competitive knowledge of the security and emerging cloud-native security market Twistlock, Dome9, Redlock, Palo Alto Networks, Aqua Security, Sky High Networks, Fortinet, Checkpoint
  • Outstanding written and verbal communication skills; ability to make complex topics easy
  • Ability to set expectation and manage a technical product evaluation in large IT environments
  • Balance of strategic and tactical skills; creative thinking skills
  • Ability to quickly grasp customer business issues and identify the relevant business value and relate them to product features and capabilities
  • Ability to work in a dynamic and quickly changing emerging market environment working with early adopter prospects and partners
  • Technical degree and experience working as a software engineer in the past a plus


Requirements

Description

The Sales Operations, Enablement function will act as an integrating role between various sales and marketing areas, including sales operations, sales development/ training, product marketing, content marketing, field marketing and HR. This position is responsible for leading the Sales Enablement initiatives for the Field Sales roles (named account reps, territory reps, sales specialists, inside sales and partner managers) to increase the sales productivity and support the sales force transformation.

Key responsibilities include:

  • Conduct an analysis of the current state of sales productivity in conjunction with Sales Operations.
  • Establish metrics and objectives for sales enablement and make recommendations for increasing sales productivity.
  • Map company’s sales process with our customer’s buying process to understand and enhance what skills, knowledge, process and tools are required by our sales force to increase velocity and conversion rates at each stage in those processes.
  • Conduct an analysis of current skills, processes, knowledge and processes to and work with the sales leadership team to identify strengths and areas for development.
  • Develop and manage the 6-12 month Sales Enablement roadmap.
  • Implement the development, delivery and training of effective sales playbooks by Field Sales role in tight collaboration with Field Sales (especially first-line managers), sales operations, education and product marketing.
  • Create and update playbooks based on seller feedback and shifting market demands.
  • Help create a development program for frontline managers to ensure they have the skills, knowledge, processes and tools required to lead their sales teams effectively.
  • Roll out a comprehensive on-boarding program through direct and third-party resources in tight collaboration with HR.
  • Partner with sales leadership and HR to establish a sales competency and assessment framework to ensure that the needs of salespeople, and their managers, are met.
  • Drive, in a measurable way, significant sales productivity increases for company’s Field Sales roles.
  • Utilize and leverage sales technology tools for reporting and benchmarking.
  • Participate in the selection and implementation/deployment of technologies to be used by the Field-force to increase efficiency and effectiveness.
  • Regularly spend time in the field with managers and reps to understand the “field reality” and build sales enablement deliverables to meet their needs.


Location: Boston, MA

Requirements

  • BS/BA Required.
  • Minimum of 10 years of sales/sales operations/sales enablement experience with global high tech B2B organizations.

Knowledge/Experience:

  • Direct Field Sales and Field Sales Management experience and proven track record required (quota carrying).
  • Experience creating and implementing successful sales process/methodology/ sales playbook initiatives.
  • Experience building effective field sales on-boarding and sales training programs.
  • Experience with CRM (such as Salesforce.com) and sales enablement platforms (such as SAVO).
  • Ability to create and track metrics which demonstrate constant increases in sales productivity.

Skill Areas:

  • Strategic planning and thinking.
  • Creative problem-solving skills.
  • Ability to break down complex problems in a simplified way.
  • Creative thinking and ability to innovate.
  • Ability to work cross-functionally for the greater good of the company.
  • A passion for the profession of sales.