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.

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 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?

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.

Proposal Manager

Columbia | Maryland | United States

Your Role:

As a member of the Sales Operations team, the Proposal Manager will be responsible for providing back office support to Tenable’s worldwide sales team. You will need a customer centric attitude, and the ability to work collaboratively in a fast moving environment. You will need a working knowledge of the sales cycle in order support the proposal cycle. Your primary objective is to ensure optimization through the entire proposal cycle to produce winning proposal documents. This position reports to the Sr. Director, Sales & Channel Operations and receives daily direction from the Proposal Manager Team Leader.

The primary focus of Proposal Manager is management and preparation of all assigned proposals from concept through to presentation to the customer. You will lead the proposal development process from end-to-end in accordance with standard processes and templates, work with the Territory Manager and Sales Engineer to assign specific authors, manage the schedule, provide insight and guidance to authors in content and graphics development, and ensure the proposal is ready for scheduled step reviews and final delivery.

The ideal candidate must be team-oriented, demonstrate strong reasoning and communication skills, both oral and written to both corporate executives and the proposal team.  Build and maintain strong relationships with partners, staff, and SME support is as important as solution development. Participate in business planning activities, to include periodic pipeline reviews, operating plan development, bid agenda development, opportunity gate reviews, black hat sessions, win theme and discriminator workshops, and proposal reviews. Conduct after action reviews for all business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions.

Your Opportunity:

  • Assist the Capture Manager and/or Business Development Lead in managing and directing all proposal efforts and personnel
  • Participate in the development and review of proposal strategies and themes, and manage the development of a Proposal Management Plan (PMP)
  • Direct the creation and review of a proposal outline that will be used as a key document design and control medium
  • Analyze the RFP/bid requirements against the proposal outline to ensure both compliance and responsiveness to the customer’s issues and needs
  • Build the proposal content, ensuring compliance by tracking the fulfillment of all requirements
  • Conduct regular proposal progress status meetings and maintain the proposal schedule
  • Develop a plan for the interim review and internal evaluation of the technical, management, and overall proposal approaches
  • Assist efforts to secure new or re-compete contracts, or task order business
  • Maintain on-going interaction with Business Development (BD) and the Business Units
  • Influence the development of overall objectives and long-range goals of the organization
  • Provide critical leadership from the win strategy development through the post submission phases of the New Business Acquisition Process
  • Develop and implement capture plans and strategies and have a firm comprehension of the customer's requirements
  • Develop and implement creative strategies into winning bids
  • Develop creative capture strategies and assist in the preparation of winning proposals for our government clients

What you'll need:

  • Bachelor's degree with a minimum of 5 years’ experience
  • Hands-on experience in Business Development, Program Management or Strategic Capture
  • Experience in supporting large business development programs focused on opportunity identification and development and long term strategy development

And Ideally:

  • Effective oral and written communication skills coupled with the ability to establish and maintain productive customer and industry participant networks are essential
  • Efficiency in the use of Microsoft (Word, PowerPoint, and Excel) is required
  • Ability to support a diverse set of customers
  • Ability to multi-task, organize, and prioritize multiple on-going projects
  • Ability to support the development of actionable win strategies based on understanding customer needs and mission requirements
  • The candidate must be an organized, approach work with a sense of urgency, highly skilled professional, with excellent collaboration skills
  • Excellent interpersonal skills and the ability to gain support and establish working relationships with managers, peers and staff
  • Able to develop and provide presentations and executive-level briefings
  • Experience using Salesforce or a similar CRM system is preferred
  • Tech savviness and/or experience with working on software proposals a plus
  • Ability to skim and comprehend legal contracts on a general level

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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