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.

We've already created the world's first Cyber Exposure platform. Now we're looking to maximize the capability of this incredible new domain, through world-class, channel-focused sales - building on a customer-base that includes more than 50% of the Fortune 500, large government agencies and midsized organizations across both the private and public sectors. It's a simply outstanding environment to forge a successful sales career on honesty, integrity and customer satisfaction.

Can you join Team Tenable? Yes you can - if you’re excited by the thought of working with over 1000 colleagues, 24,000 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?

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.

Director of Business Development, Technology Alliances

E Santa Clara St. | San Jose | California | United States | 95113

Your Role:

Tenable is looking for a Director of Business Development, Technology Alliances to help develop and expand our Cyber Exposure, partner ecosystem.  Reporting to the VP of Technology Alliances, this individual will be responsible for managing the entire lifecycle of partnering efforts from onboarding through execution. This position will primarily focus on “sell with” relationships rather than “sell to” or “sell through” relationships.

Your Opportunity:

  • Help execute the business development strategy for technology alliances at Tenable, to build out our Cyber Exposure ecosystem
  • Work closely with the Product Management and Sales teams to evaluate product needs and market opportunities, and to identify and engage with possible partners who can meet market and technology requirements
  • Manage the overall business relationships with select technology alliance partners
  • Lead discussions, implement the technology alliance program elements, onboard and manage partners ranging from tactical to strategic
  • Determine integration requirements, develop enablement processes, and measure ongoing success of partnerships
  • Facilitate and enable selling relationships with our technology partners
  • Identify opportunities to improve and strengthen existing partner relationships with key, strategic partners
  • Develop yearly business plans with key strategic technology alliance partners, outlining joint product, GTM and business targets and establishing a governance framework to execute
  • Interface closely with the Legal, Sales, Marketing, Product teams to ensure successful implementation and long-term success of partnerships

What You'll need:

  • 5+ years in a similar role, working with large and small technology partners, preferably in the cyber security space
  • Track record of building successful technology partnerships
  • Ability to lead development of joint value proposition and GTM plans for technology partners
  • Excellent communication skills (written and verbal)
  • Possess a strategic perspective, but be able to roll up your sleeves and get tactical tasks accomplished
  • Strong vendor/partner contracting and negotiation skills required.
  • Ability to work with cross-functional teams both internally and externally to explain, understand, manage, and implement complex partnerships and projects.
And ideally:
  • MBA or other advanced degree preferred


If you’ve reached this point in the job description and feel you’re still not sure if you should apply…Just do it! We know there are no perfect applicants. You may not have 100% of all those bullets listed above - and that’s okay. If you’re feeling like you’re not going to fit in with our teams - that’s not ok. We're One Tenable which means however you identify and whatever background you bring with you, we encourage you to submit an application if it’s a role you can be passionate about doing every day.

We’re committed to promoting Equal Employment Opportunity (EEO) at Tenable - through all equal employment opportunity laws and regulations at the international, federal, state and local levels. 

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Starting from an employee’s basement in the late 90's to the Nasdaq stage in 2018,

Tenable continues to be a pioneer in the Cyber Exposure category.

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