The Enterprise Sales Manager at Tufin is responsible for managing key customer accounts, driving new business opportunities, and building relationships with large enterprises in India. The role involves consultative selling, solution design, and sales cycle management while collaborating with internal teams to ensure customer success. Candidates need strong knowledge of cybersecurity and experience in account management.
Description
Tufin is seeking a driven and experienced Enterprise Sales Manager for India.
This individual contributor role is critical to expanding Tufin's footprint within large enterprises across the region, helping organizations secure their networks through our industry-leading security policy management solutions.
You will be responsible for managing and growing key customer accounts, identifying new business opportunities, and building long-term relationships with enterprise clients. As the face of Tufin to key decision-makers, you will leverage your cybersecurity expertise and consultative sales approach to address complex security challenges and drive value for our clients.
Key Responsibilities:
- Client Relationship & Account Management: Build and nurture strong, long-lasting relationships with large enterprise customers in India. Serve as a trusted advisor, providing expert guidance on network security policy management and automation solutions.
- Sales & Business Development: Drive new business opportunities by identifying the large enterprise account subsidiaries to target and close. Develop and execute strategic account plans, working closely with sales leadership to meet and exceed sales targets.
- Consultative Selling: Engage with C-level executives, IT, and security teams within your accounts to understand their business needs, security goals, and challenges. Present and position Tufin's comprehensive cybersecurity solutions as the answer to their most pressing security concerns.
- Solution Design & Proposal Development: Collaborate with pre-sales engineers and technical teams to design tailored cybersecurity solutions and craft proposals that align with the specific needs of each client.
- Sales Cycle Management: Lead complex sales cycles from prospecting to closing. Manage negotiations, contracts, and renewals while ensuring alignment between customer requirements and Tufin's offerings.
- Customer Success & Retention: Foster long-term customer relationships by ensuring the successful implementation and adoption of Tufin solutions. Work proactively to resolve any issues, ensuring clients realize the full value of their investment in Tufin products.
- Cross-functional Collaboration: Work closely with Tufin's product, marketing, and customer support teams to ensure customer success and identify new opportunities for account growth.
- Market Intelligence & Industry Leadership: Stay up to date on market trends, cybersecurity challenges, and regulatory changes in the region. Represent Tufin at industry events, webinars, and forums, showcasing our solutions and expertise.
- Uphold Tufin's core values: Inspire Collaboration and Learning, Champion Customer Success, Move Forward with Resiliency, Treat Others with Respect and Care and Strive for Operational Excellence.
Requirements
- 5+ years of experience in sales or account management, ideally within the cybersecurity or network security domain, with a proven track record of success in large enterprise accounts.
- 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.
- Experience with collaboration with the channel partners to drive opportunities and close business.
- Proven knowledge of salesforce and using sales tools such as MEDDPICC.
- Strong understanding of the market, including familiarity with regional cybersecurity regulations.
- Exceptional communication and interpersonal skills with the ability to engage and influence senior-level stakeholders.
- 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.
- Previous experience in working with large enterprises in sectors such as finance, manufacturing, healthcare, and government.
- Familiarity with Tufin products and solutions, or similar security policy management tools.
What you need to know about the Chennai Tech Scene
To locals, it's no secret that South India is leading the charge in big data infrastructure. While the environmental impact of data centers has long been a concern, emerging hubs like Chennai are favored by companies seeking ready access to renewable energy resources, which provide more sustainable and cost-effective solutions. As a result, Chennai, along with neighboring Bengaluru and Hyderabad, is poised for significant growth, with a projected 65 percent increase in data center capacity over the next decade.
