Channel Account Manager – EMEA

About the Role

The Channel Account Manager position at Tufin is a critical role focused on nurturing and expanding relationships with key partners in the EMEA region. This role is essential for driving revenue growth through strategic partner engagement and aligning Tufin’s offerings with market needs. In the first few months, you will work closely with existing partners to understand their business goals, while also identifying and recruiting new partners who can benefit from Tufin’s security solutions. As you develop and execute partner business plans, you will play a significant part in enhancing Tufin’s market presence and sales performance.

Key Responsibilities

• Deliver and present the Tufin Channel Program to identified relevant partners, ensuring they understand the benefits and tools available to them.
• Profile partners to collect relevant information on their go-to-market (GTM) strategies, which will facilitate better alignment with Tufin’s objectives.
• Implement account mapping and GTM programs, educating partners through comprehensive sales training and ensuring they meet technical certification compliance.
• Conduct pre-sales engineering programs aimed at developing new business opportunities and expanding Tufin’s footprint within partners’ customer bases.
• Skillfully handle objections and conduct presentations that effectively communicate Tufin’s value proposition to partners and end users.
• Engage with C-Level executives at partner organizations and end-user accounts, building strong relationships that foster business growth.
• Craft a success plan with each partner that aligns with agreed business objectives and drives measurable outcomes.
• Support channel partners during end-user sales appointments to showcase Tufin’s offerings and capabilities, drawing on past sales experience for effective engagement.
• Build and maintain a robust pipeline of new business opportunities, providing updates on lead generation activities to stakeholders regularly.
• Assist in developing and executing sales and marketing campaigns that support reseller efforts, enhancing overall brand visibility and sales performance.

Requirements & Qualifications

• Proven track record of success in building and managing channel operations and partnerships within the high-tech software industry.
• At least 5 years of experience in channel development and partner management, with a focus on complex, high-end enterprise solutions.
• Experience collaborating with mid-sized and national resellers, as well as system integrators, to drive mutual growth.
• Demonstrated ability to produce results-oriented outcomes, showcasing examples of effectively growing partner relationships.
• Strong capacity to work independently while also thriving in virtual teams, possessing excellent communication and interpersonal skills.
• A positive attitude and high energy level, contributing positively to team dynamics and past roles.
• Willingness and ability to travel throughout the region as needed to foster partner relations.

What You’ll Gain

• The opportunity to enhance your expertise in channel management and partner development within a dynamic and evolving tech landscape.
• Experience working with cutting-edge security solutions that are essential for modern business operations.
• Skills in strategic planning and execution, as you will craft business plans that directly impact revenue growth.
• Enhanced networking opportunities, engaging with C-Level executives and key decision-makers across various organizations.
• Access to training and certification programs that will contribute to your professional development and career advancement.

How to Apply

If you are interested in joining Tufin as a Channel Account Manager, please submit your application by following this link: Apply here.