5+ years in channel development and partner management in high-tech software
Successful track record in building channel operations and partnerships
Experience with complex, high-end Enterprise solutions
Familiarity with mid-sized and national resellers and system integrators
Proven ability to grow partner relationships
Strong autonomy and virtual teamwork skills
High energy and positive attitude
Responsibilities
Deliver and present the Tufin Channel Program to partners
Profile and gather information on partner go-to-market strategies
Provide account mapping and sales training for partners
Implement pre-sales engineering programs to drive new business
Handle objections and present Tufin's value effectively
Engage with C-Level Executives at partner and end-user accounts
Develop and execute business plans with partners
Attend end-user sales appointments with Channel Partners
Build a strong pipeline for new business creation
Provide regular updates on pipeline and lead generation
Support sales and marketing campaigns for resellers
Benefits
Opportunity to work in a hands-on role with key partners
Engagement in a growing market focused on security and automation software
Chance to develop and execute strategic business plans
Collaboration with C-Level Executives and industry leaders
Supportive environment for professional growth and autonomy
Travel opportunities throughout the Latin America region
Full Job 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 market.
The Channel Account Manager will develop and execute against the business plan for partners in the Latin America 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
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
About Tufin
Tufin is a security policy management company specializing in the automation of security policy changes across hybrid platforms while improving security and compliance. The Tufin Orchestration Suite supports next-generation firewalls, network layer firewalls, routers, network switches, load balancers, web proxies, private and public cloud platforms and microservices.
