The role of Tufin’s Strategic Programs Leader involves collaboratively developing and executing the go-to-market (GTM) programs for Tufin’s core and acquired businesses. This position reports to the Chief Operating Officer (COO), Jeff Taylor (Jeff Taylor's LinkedIn Profile), and plays a business-critical role designed to closely partner with cross-functional leaders and GTM teams to ensure cohesive operation and execution of strategic program and business objectives.
The Strategic Programs leader is responsible for developing and driving new optimized people, process, and technology programs, and streamlining existing ones, to ensure optimal productivity and business growth across all Tufin’s businesses. This will include doing the analytics and research to diagnose business performance and generate improvement recommendations.
The Strategic Programs Leader is an expert communicator who will roll up their sleeves and be extremely hands-on, but also be adept at delegating responsibility, where needed. Key to success will be effectively collaborating, influencing, and building relationships across a range of leaders and team members in all functions/departments and the Private Equity firm. Ultimately, this role is driven by the desire to lead Tufin’s businesses to maximum productivity and efficiency, contributing materially to Tufin’s business objectives.
Objectives
- Strategic Leadership: Creating and implementing comprehensive strategies for GTM sales, marketing, services, operations, etc., ensuring alignment with Tufin’s business objectives
- Operational Efficiency: Developing and driving new optimized programs, tied to the strategy, to ensure maximum productivity and business growth
- Program Management: Leading end-to-end program management, from planning to execution, ensuring cross-functional collaboration and adoption of new processes and systems
- Performance Management: Defining key performance goals and managing the performance of GTM teams, ensuring teams deliver on objectives through a matrixed management structure
- Communications and Stakeholder Management: Facilitating clear and effective communication, continuously providing feedback to senior leadership and peers, on program goals, improvement areas, timeline, resources, status, and risks
- Trusted Advisor: Serving as a trusted business advisor to GTM and funnel leaders, leveraging data and analysis to provide business insights, developing GTM programs, and scaling the business
Key Responsibilities
- Develop and execute GTM programs for optimized field productivity
- Partner with cross functional teams with varying sets of priorities to understand requirements, define scope, timeline, dependencies, identify and mitigate risks
- Define shared goals and understand how a program impacts the business and align strategy, resources, and program execution across sales, marketing, customer success, services, operations, and business applications to achieve revenue engine goals
- Execute on revenue strategies that efficiently build and accelerate both “land” and “expand” pipelines, as well as cross sell between Tufin product portfolios
- Provide comprehensive and consistent program visibility to stakeholders, executives and team members via metrics, reports, and dashboards
- Improve operational efficiency by developing processes, implementing innovative changes, and overseeing team execution, which optimizes business funnels to meet organizational goals
- Capture all existing and new GROW Maps and determine the simplest way to track status and impact on a regular basis
- Apply a structured change management approach including, but not limited, to:
- Clearly define roles, responsibilities, chains of accountability, and execution expectations of all team members involved in program (e.g., AE, CAM, PDR, management)
- Ensuring clear understanding of the operational objectives and alignment to corporate strategy
- Defining metrics and tracking/reporting cadence
- Program communication, training, and ongoing enablement
- Develop, execute, and assess 2-week sprints for new optimization program designs (e.g., S2S, acquisition cross-sell, usage/audit, XBR, Headstart)
- Analyze performance and make optimization recommendations to senior leadership and funnel owners for continuous improvement
- Drive the rhythm of GTM program activities through weekly Operations Optimization Meetings, Extended Management Operation Reviews, and other cadenced reporting and metrics
- Conduct week 2/5/9 extended Management Operating Review (MOR) deep-dive sessions with cross functional teams
- Gather insights/feedback on what’s working/not working, align on potential, correction approaches
- Ensure L2 funnel leaders are prepared for Quarterly Board Meetings
- Drive the integration of all Tufin’s businesses into standardized Tufin operational frameworks and rhythm
