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.

Sr. Manager, Channel Sales

California Street | San Francisco | California | United States | 94108

Your Role:

As the Sr. Manager of US Channel Sales, you will manage the team of Regional Channel Managers responsible for the recruitment and management of the named Channel Partners in the US. You will be responsible for developing and executing the overall business plan to meet and exceed the US bookings target. The right candidate will have experience in managing Channel Sales Teams in the Security space and a proven track record of success. You will need to be able to work as part of a cross functional team that will include our Enterprise, Commercial and CSM Sales TM’s, Channel SE’s, Channel Marketing, and Sales Operations.

Your Opportunity:

  • Work with the North American Director of Channel Sales to set overall Channel Strategy for the US
  • Work with Channel Managers on developing and executing on Business Plans with each of the top focus partners
  • Create and present quarterly reviews to the North American Director of Channels as well as to all levels of internal management
  • Make sure we have alignment with each of the Regional Channel Manager and the Tenable Sales Management for the Regions they support
  • Create and deliver accurate quarterly and annual forecasts
  • Work with team on overall enablement plan to drive Channel partners sales and technical certification
  • Provide input to marketing on specific initiatives we should invest in and with which partners
  • Analyze regions to determine target partners we should identify for recruitment
  • Establish and develop executive relationships with management at focus Partners
  • Be able to succeed in a dynamic, rapid growth, cross functional environment

What you'll need:

  • Minimum of 12+ years of Channel Development and Channel Management experience in technology sales with emphasis on security
  • History of development and growth of Channel Sales Teams
  • Experience working with local and national Security Partners
  • Existing C-Level relationships with our current partners and target partners
  • History of developing and growing Channel Revenue with high growth companies
  • Proven examples of being a key contributor in a highly integrated cross functional team environment that includes Sales, SE’s, Marketing and Sales Ops
  • Solid technical background in the security market
  • Experience managing in a matrixed environment and utilizing corporate resources and subject matter experts
  • Be able to succeed in a dynamic, rapid growth, cross functional environment
  • Ability and successful track record in building a complete Channel GTM Business Plan
  • Consistent track record of overachieving quota
  • Must adhere to highest integrity standards in dealing with our partners and internal employees
  • Team player that knows how to effectively work with and leverage internal resources
  • Ability to travel a minimum 50% of the time

And ideally:

  • College degree required and MBA a plus

It is the commitment of Tenable to promote Equal Employment Opportunity (EEO) through adherence to equal employment opportunity laws and regulations at the international,  federal, state, and local levels to which Tenable is subject.

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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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