WHAT WE DO MATTERS

We have big plans for continued global growth, and we’re looking for people who are creative, flexible and dedicated to helping us build something great – something that matters.

Channel Manager - Emerging Markets

Sales 

Uxbridge, Middlesex, United Kingdom

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We have big plans for continued global growth, and we’re looking for people who are creative, flexible and dedicated to helping us build something great – something that matters.

Channel Manager - Emerging Markets

Uxbridge | Middlesex | United Kingdom

This is truly a rare opportunity – As a Tenable employee you’ll be part of a profitable high tech startup and have access to the people that many credit with building products that started the multi-billion dollar Internet information security industry: Ron Gula, Marcus Ranum, and Renaud Deraison who built the leading intrusion detection, firewall, and network scanner products respectively.

 

The partner sales team is aligned to the sales organization and is responsible for managing and growing our partner network. The partner team shares responsibility in driving revenue goals within the territory. The channel team works with the authorised partners to enable them by facilitating and providing training, developing joint go to market strategies and creating marketing plans and events.

 

The Channel Manager will act as a sales liaison between distributors, resellers and Tenable. The CM will be responsible for driving sales revenue though our partner community. This is being accomplished by the use of a structured enablement program, highly focused and very experienced account management teams, dedicated marketing, engineering resources, and substantial executive level commitment. The desired candidate will have the proven ability to sell high volume software solutions as well as complex software solutions to both technical and executive audiences and must be able to show a history of success in managing distribution, resellers or vendors in these organisations. Strong business ethics and great communication skills are a must.

Channel Managers are responsible for national consistency, engagement, relationship, marketing, operations and Total Partner Experience in their respective accounts. National Partners are highly strategic, and have complex requirements requiring excellent organization and documentation skills. The CM, in consultation with channel sales management, and sales leadership will have the following:

Key Responsibilities:

  • Managing the Emerging region. Eastern Europe and Africa.
  • Establish key metrics - sales and marketing related
  • Serve as the partner’s single point of contact
  • Oversee day to day operations
  • Present written quarterly reviews and annual plans to all levels of sales and partner management
  • Develop proposals and negotiate legal agreements
  • Oversee the creation and delivery of accurate quarterly and annual forecasts and account plans
  • In conjunction with marketing team, establish highly strategic, thoughtful and deliberate marketing plans within the existing framework of our transactional and metrics oriented business model
  • May be asked to be a team leader and provide professional leadership and coordination key national account/s.

Requirements:

  • A minimum of 10+ years of experience in technology sales with increasing levels of responsibility
  • Experience working with distributors and reseller
  • Documented track record of success
  • College Degree required, MBA preferred
  • Experience managing in a matrixed environment and utilizing corporate resources and subject matter experts
  • Experience and comfort level working with C-level executives at Fortune 500 companies
  • Familiarity with security, networking, server and data center infrastructure
  • UK candidates only

 

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