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

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Tenable is more than ‘just’ the creator of Nessus. Our security solutions - including the first cyber exposure platform for modern assets, Tenable.io - are transforming global vulnerability management. We’re a global team, powered by creative thinkers who are wired for action, focused on delivering results and collaborating to enable decisive actions to protect what matters most. We’re in this together - colleagues, customers and partner communities working as One Tenable.

Can you join Team Tenable? Yes you can - if you’re excited by the thought of working with over 800 colleagues, 23,000 customers and a range of revolutionary products that are shaping cybersecurity in 150 countries. Being valued for who you are as well as what you do, you can embrace the pace (we’re recognized as one of the fastest growing security product companies by SC Magazine, Red Herring, Info Securities, Deloitte and E&Y) as well as enjoy a superb rewards package (we’re seen as a Best Places to Work by Glassdoor, The Washington Post, The Baltimore Sun, The Baltimore Business Journal and Expert Marketplace). The key question is: Is This You?

Your Role: 

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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