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 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.

High Velocity Business Development Manager - EMEA

Channel SalesFurzeground Way , Stockley Park, Uxbridge, United Kingdom, UB11 1EZ


Click on the video to meet our European Sales team!

High Velocity Business Development Manager - EMEA

Furzeground Way | Stockley Park | Uxbridge | United Kingdom | UB11 1EZ

Your Role:

The High Velocity Business Development Manager, owns the success of our Nessus product line and high-velocity Channel Sales at our most strategic reseller partners. S/He will be the strategic marketing and sales leader for Nessus, driving the channel partner sales and marketing plan, guiding and influencing product and program investments, and sales channels (Direct Market Resellers, eCommerce through these partners, etc.), ultimately accountable for the market success of Nessus to hit acquisition, revenue, and retention objectives. This role will be a key leader working with Marketing, Global eCommerce, Product Management, and Customer Success to develop and deliver growth strategies that successfully contribute to Tenable’s revenue goals.

The High Velocity Business Development Manager will be responsible for developing the Nessus go to market strategy, channel promotion and channel sales and marketing strategy, establishing visibility to product performance, ensuring aligned execution to plans, as well as delivering product/solution positioning, developing sales (and partner) enablement training and tools, contributing content and thought leadership to product-related outbound marketing activities and communications.

This position will have a heavy focus on cross-functional alignment and prioritisation. The candidate will be required to establish a meaningful level of business understanding and domain expertise of our target markets, our user community, including core business workflows, value propositions, and market opportunities. This person will think strategically while also driving detailed execution and managing deliverables.

Your Opportunity:
  • Candidate will own all Nessus revenue (Net New and Renewals) at key DMRs. (Currently around $40M in revenues. But, these sales are $1000 to $2000 each = High Velocity.
  • Work with dedicated Product Management and Marketing leaders to develop innovative web-marketing strategies through segmentation, packaging and pricing, identifying appropriate sales channels, launch plans, sales enablement and campaigns to drive revenue.
  • Grow & manage all Nessus DMR sales and renewals in Europe, the Middle East and Africa.
  • Support lead generation, sales enablement campaigns and new client acquisition with national partner marketing teams.
  • Understand sales and partner needs and develop training and education assets to enable the customer-facing teams to accelerate time to revenue and beat the competition.
  • Work with the marketing, sales, channel partners, and analysts to position Nessus not only at the high level but also around the new technologies or features that Nessus brings to the market.
  • Ensure efforts are aligned with sales strategies and new unit targets. Regularly communicate and coordinate across marketing, product, and sales, updating them on product roadmaps, launches and promotions. Ensure communications are streamlined and prioritised to avoid inundating the field.
  • Be the voice of the customer to provide market-facing leadership for staff functions and development teams.


What you'll need:
  • Minimum of 10 years experience primarily in Sales and/or Marketing specifically in the application software market (security market is a plus) through DMRs.
  • BA/BS Undergraduate degree in Marketing, Business or related field, MBA a plus.
  • Demonstrated success in web marketing, pricing, promotions, campaigns, partnering and merchandising/bundling programs.
  • Experience with both SaaS and On-Premise Software businesses.
  • Experience in high velocity, low cost software sales.
  • Excellent written and oral communication skills, including creative written content (sales tools) and giving presentations to large audiences at conferences/seminars.
  • Strong working knowledge of Reseller / DMR channels.
  • Demonstrated success in working with Direct Marketing Resellers (DMRs) in a sales, marketing and business development capacity
  • Experience selling SaaS Network Security / Security Analytics / SIEM products, or enterprise-wide security software technologies.
  • Experience selling emerging technologies, winning new customers.
  • Must be willing to travel to customers and prospects globally as needed to achieve our objectives.
  • Strong working knowledge of Reseller / DMR channels.
  • Demonstrated success in working with Direct Marketing Resellers (DMRs) in a sales, marketing and business development capacity
  • Experience selling SaaS Network Security / Security Analytics / SIEM products, or enterprise-wide security software technologies.
  • Experience selling emerging technologies, winning new customers.
  • Must be willing to travel to customers and prospects globally as needed to achieve our objectives


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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Tenable is more than ‘just’ the creator of Nessus. Our security solutions - including our 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 1000 colleagues, 24,000 customers and a range of revolutionary products that are shaping cybersecurity in 150 countries. The key question is: Is This You?

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