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.

Sales Engineering Director

Sales 

Remote, United States

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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.

Sales Engineering Director

Remote | United States

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:

Partner with the Global VP of Sales Engineers to build, initiate, communicate and execute the overall Go to Market for the Tenable Security business as it relates to the SE organization.

Tenable Security Sales personnel are dedicated to being recognized as Strategic Security Advisors to our Partners and Customers. As this transformation occurs, this role will help in initiating innovative strategic changes, planning and executing on any aspect of our business that helps our Global SE team overall and the Americas SE Team specifically. The individual will strive to achieve this Advisory vision, while we work on operational efficiencies that allow for improved Work-Life balance, increased Sales Productivity and high retention rates.

Your Opportunity:

  • Being a strong business partner with the VP of Americas Sales on all aspects of their business, strategic planning, market penetration, channel enablement, etc.
  • Running projects that relate to our tenets of Innovation, Differentiation and Operational Efficiency.
  • “Lead” the team as a true leader, aside from the Management aspects that also fall under these responsibilities
  • Build out a strong layer of Trust amongst the SE Managers reporting in to this role.
    • Ensure that all team members are comfortable working as a team of Managers, that they are comfortable having open conflict, can make decisions, commit, execute and deliver in a results oriented environment.
  • Craft Innovative processes, projects, demo platforms, etc that help the Individual Contributors on the team to be Differentiating in the market
  • Channel focus:
    • Work closely with the Channel SE team to drive Partner SE self-sufficiency, Low Touch – No Touch
    • Build out the model that accomplishes the two main aspects that drive a Partner Sales team toward a particular vendor; Strong personal relationship and Time to Response.
  • Focus on “Dashboard Metrics” that allow the SE Director and the Partner VP of Sales to understand how their business is running, what changes are having a positive affect or not, how and where to improve their sales operation and sales motions.
    • POV Framework
    • Demo Cloud usage
    • Leadership and Individual Contributor enablement progressions
    • Business analysis that correlates data from a variety of sources and allows us to recognize where weaknesses exist
    • Recruiting, Retention/Attrition analysis
  • Serve as the backup for the VP of Global Engineering
  • Ensure that we are building a Diversity in the team and that our Leaders understand how to Lead Multi-Generational Teams
  • Development of the environment to move it to a more attractive culture for Millennials

What you'll need:

  • Field Background with strong cross portfolio expertise
  • Experience in developing programs and communications focused on sales teams.
  • Excellent project management, multi-tasking, and decision-making skills are essential.
  • Must be able to develop and evolve long-term strategies while consistently driving tactical projects.
  • Ability to drive plans to execution, incorporating cross functional needs and deliverables.
  • Must have the ability to bring results within time and resource commitments, proactively drive initiatives based on sales requirements, focusing on results and aligning with sales and SE productivity requirements.
  • Self-motivation, creativity and a determination to reach goals and objectives with limited management intervention is critical to success.
  • Thorough understanding of Tenable field sales organization, with proven track record in field engagements is required.
  • Possess a true understanding of Leadership versus Management
  • Drive toward a dynamic, open door culture and personal connection to the SE Managers and their direct reports
  • 10+ years of work experience
  • Experience with Vulnerability and Web Application scanning technologies
  • Solid foundational knowledge of TCP/IP and network security concepts
  • Experience with Redhat Enterprise Server at the command-line level
  • Knowledge of compliance standards (e.g., PCI, FISMA, SOX, NERC)
  • Experience with Cloud, and Container Security
And ideally:
  • BA/BS preferred

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