Channel Sales Manager

Tenable, Inc.

9h•Remote

About The Position

Tenable® is the Exposure Management company. 44,000 organizations around the globe rely on Tenable to understand and reduce cyber risk. Our global employees support 65 percent of the Fortune 500, 45 percent of the Global 2000, and large government agencies. Come be part of our journey! What makes Tenable such a great place to work? Ask a member of our team and they’ll answer, “Our people!” We work together to build and innovate best-in-class cybersecurity solutions for our customers; all while creating a culture of belonging, respect, and excellence where we can be our best selves. When you’re part of our #OneTenable team, you can expect to partner with some of the most talented and passionate people in the industry, and have the support and resources you need to do work that truly matters. We deliver results that exceed expectations and we win together! Your Role: The Channel Sales Manager is responsible for establishing and managing relationships with named Channel Partners. The Channel Sales Manager will act as a sales liaison between distributors, named Channel Partners and Tenable sales personnel. The Channel Sales Manager will support sales endeavors across all of Tenable’s products lines. Your Opportunity: Define strategy and its execution for named Channel partners Recruit new strategic partners in defined region Serve as the partner main point of contact as it relates to activity centric to the named Channel partners assigned to the region Create and present quarterly and ad-hoc reviews to the Director of Channels, Americas as well as to all levels of internal management Oversee the negotiations of legal agreements as they relate to the CM’s named partner recruitment and management Create and deliver accurate quarterly and annual forecasts and strategic plans Develop engagement plan with named Channel partners and Tenable’s Sales Teams Drive Channel partners sales and technical certification In conjunction with the marketing team, develop and assist with the execution of lead generation campaigns for the purpose of pipeline development Provide input to marketing and/or program managers regarding additions or changes needed to our partner tools, on-line interfaces, or similar

Requirements

A minimum of 8+ years of experience managing channel partners in relation to technology sales
Experience working with one and two tier channel models
Experience working with both national and regional Channel partners
Documented track record of success
Experience and comfort level working with C-level executives
Domestic travel is a requirement of this position

Nice To Haves

Familiarity with the cyber security marketplace strongly preferred

Responsibilities

Define strategy and its execution for named Channel partners
Recruit new strategic partners in defined region
Serve as the partner main point of contact as it relates to activity centric to the named Channel partners assigned to the region
Create and present quarterly and ad-hoc reviews to the Director of Channels, Americas as well as to all levels of internal management
Oversee the negotiations of legal agreements as they relate to the CM’s named partner recruitment and management
Create and deliver accurate quarterly and annual forecasts and strategic plans
Develop engagement plan with named Channel partners and Tenable’s Sales Teams
Drive Channel partners sales and technical certification
In conjunction with the marketing team, develop and assist with the execution of lead generation campaigns for the purpose of pipeline development
Provide input to marketing and/or program managers regarding additions or changes needed to our partner tools, on-line interfaces, or similar