Business Operations Manager, AWS

Who is Tenable?

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:

In this role, you will act as the overall SME for all things related to the business operations of interacting with AWS – for Marketplace, Co-Sell and SCA administration.  You will serve as the “bridge” between AWS and operational areas within Tenable such as Sales, Ops, Finance, Sales/Customer Success.  There may be similar duties around GCP and Aure, but 95% of the role will be with AWS.

Your Opportunity:

• Manage product listings (SaaS, AMI, Container, etc.) and ensure listings are aligned with product offerings and brand messaging
• Oversee Private Offers pricing and billing reconciliation
• Track and optimize AWS Marketplace revenue performance
• Liaise with AWS Marketplace support on technical or transactional issues
• Keep up to date with new AWS Marketplace features and potential enhancements) (Leads Only listing, Buy Now capabilities, Vendor Insights etc)
• Work to ensure Tenable remains high in Marketplace product search
• Reporting and analytics; build and maintain dashboards for AWS Marketplace sales, co-sell activity, and credit consumption
• Serve as backup and support to Sales Operations on any Marketplace related matters
• Maintain the internal slack channel with response and support to sellers
• Become the new Composable Offer subject matter expert
• Be the AWS/GCP/Azure Marketplace subject matter expert
• Co-Sell Program Enablement
• Onboard and maintain ISV in the AWS Partner Network (APN)
• Submit and manage opportunities via the ACE Pipeline Manager
• Maintain ACE SLAs of no more than 36 hours to respond and connect
• Identify and drive AWS Marketplacer renewals for co-sell expansion
• Participate in weekly pipeline reviews with AWS and internal Tenable SMEs
• Coordinate co-selling efforts with AWS sellers (CAMs, PDMs, etc.) – via email introductions, meeting coordination, post-session follow-ups, etc
• Staying up to date with AWS partner changes on incentives and opportunities
• Leverage Propensity to Buy scoring across all pipeline
• Process Optimization; define, refine, if not automate internal workflows for faster deal creation and execution
• Manage CRM Error Handling
• Track influenced revenue and attach rates for co-sell attribution
• SCA Credit Program Management
• Monitor and manage AWS credit redemption (e.g., MAP, EDP, POC credits)
• Coordinate with sales, finance, and AWS teams to apply credits to deals
• Ensure compliance with AWS credit usage policies
• Report on credit submissions and redemptions against SCA goaling
• Support deal desk functions related to Marketplace and AWS credits
• Support internal and external audits related to AWS programs

What You'll Need:

• Bachelor’s Degree in Information Technology, Business Management or another related field
• 5-10 years experience in an operations type role
• 2+ years experience working with AWS on relevant operations
• Experience in organizational planning and management in addition to metrics and reporting.
• Ability to work independently while completing all projects on time and within budget
• Proficient in Tableau, Salesforce, and the Google Docs suite
• Excellent communication skills (written and oral)
• Ability to establish and maintain effective working relationships with peers and leadership
• Globally distributed team that operates both in-office and remotely
• Ability to sit and work at a computer for extended periods of time
• Participate in training sessions, presentations, and meetings
• Occasional travel may be required

#LI-Hybrid

#LI-SR1

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.  If you need a reasonable accommodation due to a disability during the application or recruiting process, please contact Recruiting@Tenable.com for further assistance.

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