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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.

Tenable is more than ‘just’ the creator of Nessus. Our security solutions - including our first cyber exposure platform for modern assets, - 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. 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, Strategic Deal Desk

Columbia Gateway Drive | Columbia | Maryland | United States | 20146

Your Role:

As a member of the Sales & Channel Operations team, the Sr Manager, Strategic Deal Desk will be responsible for driving large, strategic, and non-standard commercial contracts to closure by providing Sales teams with strategic and operational support.

You will be expected have to have knowledge of and contribute to Tenable’s business from many angles, from our go-to-market strategy and product strategy to the standardization of policies and systems to scale operations. As the Sr Manager, Strategic Deal Desk you will be well-positioned as the hub for large business deals and strategic adviser to the sales organization. This role is best suited for an experienced Deal Desk or Sales Operations professional who is interested in deeply understanding business problems and collaborating with others to make doing business with and within Tenable as seamless as possible.

In this role, your primary function will be to strategically partner with Sales to structure proposals and contracts that mutually benefit Tenable and its Customers.

The ideal candidate must be team-oriented, demonstrate strong reasoning and communication skills, both oral and written to both corporate executives and the sales team.  Build and maintain strong relationships with operations, sales, legal and finance team. 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:

  • Collaborating with sales leadership and sales representatives to develop pricing strategies, dynamic Excel models, and terms sheets as part of the proposal building process primarily for large enterprise and strategic accounts
  • Manage the Deal Desk Analyst and Proposals teams to construct deal winning offers
  • Owning and managing commercial contract development in partnership with Sales, Legal, and Finance teams
  • Maintaining a holistic view of a deal during contract negotiations; driving internal stakeholder discussions and alignment on customer concerns or key business issues that arise during negotiations
  • Measuring the win/loss ratio of the complex deals you run, discounts across the globe, etc.
  • Partnering with the Revenue Accounting team to review or address revenue recognition concerns for non-standard deal structures
  • Advising Sales Representatives on contract objection-handling techniques, alternative contract options, and value propositioning to help close deals
  • Developing tools that help the Sales team effectively price and structure deals while managing to certain business metrics and requirements
  • Be a sales-facing, or occasionally customer-facing, subject matter expert on deal structuring, processes, and policies
  • Ensure all non-standard commercial terms are reviewed, approved, and properly documented
  • Provide Operations, Billings, and Accounting teams with context and clarification on complex deal structures and how they are to be treated as it relates to booking credits, invoicing, internal reporting, etc.
  • Developing robust and repeatable deal processes; identifying process improvement and sales training opportunities

What you'll need:

  • Bachelor's degree
  • 3+ years of hands-on experience in structuring deals with Fortune 1000 companies
  • Experience working cross-functionally with Sales, Finance, Legal in executing contracts
  • Experience working with Enterprise customers and contracts
  • Strong working knowledge of both subscription and perpetual models, pricing, and revenue recognition
  • Advanced knowledge of Excel with the ability to create ad-hoc models and do analysis, etc.
  • Communicate effectively with various audiences ranging from Customers to Sales Management to C-level leadership
  • Comfortable operating under pressure/with sense of urgency
  • Strong research, analytical, data crunching, and problem-solving abilities
  • 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 and PowerPoint
  • 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
  • Excellent interpersonal skills and the ability to gain support and establish working relationships with managers, peers and staff
And ideally:
  • Experience using Salesforce or a similar CRM system is preferred
  • Experience using Tableau
  • Tech savviness and/or experience with working on software proposals 
  • 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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