Senior Channel Sales Manager
Who is Tenable?
Tenable® is the Exposure Management company. Over 40,000 organizations around the globe rely on Tenable to understand and reduce cyber risk. Our global employees support 65 percent of the Fortune 500, 50 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 Senior Channel Account Manager (CAM) is responsible for building and managing strategic relationships with named Channel Partners. The Channel Account Manager will act as a sales liaison between distributors, named Channel Partners and Tenable sales personnel. The Sr. CAM 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.
- Build and maintain strong relationships with partners, acting as a primary point of contact for all sales and business related matters.
- Create and present quarterly and ad-hoc reviews to the Director of Channels, Americas as well as to all levels of internal management.
- Lead 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.
- May perform other duties and responsibilities that management may deem necessary from time to time.
What You'll Need:
- A minimum of 12+ 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.
- Proven track record of success in managing and growing channel partner relationships.
- Strong understanding of channel sales models, partner ecosystems and indirect sales strategies.
- Excellent communication, presentation and negotiation skills.
- Experience and comfort level working with C-level executives.
- Domestic travel is a requirement of this position.
And ideally:
- College Degree strongly preferred.
- Familiarity with the network security marketplace strongly preferred.
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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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Tenable is committed to protecting the privacy and security of your personal data. This Notice describes how we collect and use your personal data during and after your working relationship with us, in accordance with the General Data Protection Regulation (“GDPR”). Please click here to review.
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