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.

Sr. Director, Worldwide Consultants and System Integrators

Washington, DC | District Of Columbia | 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:
Tenable seeks a Worldwide Director of Consultants and System Integrator sales. This person is responsible for establishing our GTM and Strategy for Global Consulting and System Integrator partners. We’re growing and seek a seasoned, high-energy, and driven Senior Sales Executive / Leader with strong knowledge of and experience with: Network Security / Security Analytics / SIEM products, and / or enterprise-wide security software technologies. This will initially be a player / coach role, with management and team building responsibilities as the territory and opportunity warrant.

We're seeking someone experienced in complex selling situations to both very technical partners as well as C-Level and other decision makers.   The candidate will be selling an advanced network security solution that empower organizations to solve mission critical security problems by transforming data assets into actionable intelligence.

Your Opportunity:
This director will manage all facets of our Consultant / SI program including partner relationships, program management and “Sell-to” opportunities within the accounts.  They will also assist the field with all “sell-through” activities as the program matures.
  • Creatively design and implement “unique” value added programs, contract terms, and pricing schemes to maximize Tenable’s revenue and margin with these partners.
  • Help build our GTM programs in the SI and Consultant communities.
  • Manage and maintain account pipeline and target key accounts.
  • Identify, qualify and develop new / creative opportunities through prospecting and networking and understanding the SI and Tenable value proposition.
  • Achieve assigned monthly, quarterly and annual sales budgets and other regional objectives established by the company.
  • Maintain and drive key relationships in the Consultant and System Integrator community, the primary focus is the enterprise market on a global scale, maturing a global program.
  • Develop and grow revenues through targeted marketing, sales activities and networking.
  • Define and execute territory / account sales plans for assigned territory and then meet and exceed sales goals (quotas) through prospecting, qualifying, designing programs, managing and closing sales opportunities
  • Work closely with our field sales teams to turn leads into opportunities.
  • Work closely with marketing, Product Management, Sales Engineering, and Engineering, to allocate the appropriate resources throughout the sales cycle
  • As we grow, recruit a world-class Sales and Sales Engineering team.
  • Deliver presentations / demonstrations highlighting the benefits, key features and functions of the Tenable solutions
  • Maintain an understanding of key industry trends and competitive issues and products
  • Practice effective, excellent communication with management, customers and support staff
  • Travel to customer locations as needed in support of sales efforts
  • Provide regular reporting of pipeline and accurate forecasts through salesforce.com
What you'll need:
  • 10+ years experience (With 4+ year company track records) selling security software and exceeding quotas
  • Strong working knowledge of SI contracts, compliance regulations and government buying contracts.
  • Demonstrated success in working with SIs / Consultants in a sales or business development capacity
  • Experience selling Network Security / Security Analytics / SIEM products, or enterprise-wide security software technologies.
  • Experience selling emerging technologies, winning new logos, and building territories
  • Experience with the process of selling to Global 1000 customers
  • Deep experience and a rolodex of “sales athletes” to build a high-performance sales team.
  • Must be willing to travel to customers and prospects globally as needed to achieve our objectives.
And Ideally...
  • Network Security in your “DNA”
  • Deep working relationships with the Network Security Channel, SIs and Consultants
  • A rolodex and flawless reputation with partners in this territory
  • Strong ethics, self-directed and resourcefulness
  • Ability to thrive in a fast moving, dynamic environment
  • Strong written and verbal communications skills
  • Strong negotiation skills.
  • Positive attitude, ambitious, and a passion for building a valuable business.
  • Technically savvy with strength in communicating business value.
  • Strength in working in small teams as well as independently.
  • Expertise in nurturing and building relationships.
  • Ability to motivate a highly skilled NetSec Sales team.
  • Working knowledge of SF.COM & Microsoft Office Suite.
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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