Channel Sales Manager

Contenu de l'offre Channel Sales Manager chez Tenable

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:
The Channel Manager (CM) will act as a sales liaison between distributors, resellers and Tenable. The CM will be responsible for driving sales revenue though our partner community. This is being accomplished by the use of highly focused and very experienced account management teams, dedicated marketing and engineering resources. The desired candidate will have the proven ability to sell high volume software solutions as well as complex software solutions to both technical and executive audiences and must understand how to work with distributors, national resellers and value added resellers. Strong business ethics and great communication skills are a must.
Channel Managers are responsible for national consistency, engagement, relationship, marketing, operations and Total Partner Experience in their respective accounts. National Partners are highly strategic, and have complex requirements requiring excellent organization and documentation skills.

Your Opportunity:
Responsible for rolling out of the channel strategy

Work with the Territory Managers to develop a plan for focus countries

Recruitment of new partners to Tenable’s partner program

Report key metrics - sales and marketing related

Serve as the partner’s single point of contact

Oversee day to day operations

Present written quarterly reviews and annual plans to management

Develop proposals and negotiate legal agreements

Create and deliver accurate quarterly and annual forecasts for Southern Europe and the Middle East

In conjunction with marketing team, establish highly strategic, thoughtful and deliberate business plans within the existing framework of our transactional and metrics oriented business model

What you'll need:
A minimum of 10 + years of experience in technology sales with increasing levels of responsibility

Experience working with distributors and reseller

Documented track record of success

College Degree required, MBA preferred

Experience managing in a matrixed environment and utilizing corporate resources and subject matter experts

Familiarity with security, networking, server and data center infrastructure

Fluency in both French and Arabic strongly preferred

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.