Senior Channel Account 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:

Tenable is seeking a dynamic Senior Channel Account Manager to drive growth with our most strategic partners in Germany, Austria and Switzerland. As the global pioneer in AI-powered Exposure Management, we are looking for a seasoned channel expert to empower our top focus partners, accelerate partner sourced revenue and solidify our market dominance in the region.

Key Responsibilities:

• Strategic Business Planning: Develop and execute comprehensive growth plans with top-tier security resellers, system integrators, and distributors.
• Pipeline Generation: Drive partner-sourced deal registrations and revenue expansion to consistently exceed regional sales quotas.
• Executive Alignment: Cultivate strong, multi-level relationships at all levels within partners.
• Cross-Functional Synergy: Collaborate closely with Tenable's direct sales, marketing, and technical teams to ensure seamless alignment and joint selling.
• AI Platform Enablement: Champion Tenable One—our industry-leading, AI-driven Exposure Management platform—by orchestrating targeted training, quarterly business reviews and joint campaigns.

What You'll Bring:

• Motivation: Positive, proactive mindset and drive to make things happen.
• Channel Experience: 5+ years in vendor channel sales within the cybersecurity industry.
• Track Record: History of scaling top-tier, strategic partners in Germany, Austria and Switzerland with consistent quota overachievement.
• Market Expertise: Deep understanding of the local cybersecurity channel landscape and established executive-level partner relationships.
• Business Acumen: Exceptional presentation, negotiation, and data-driven business planning skills.
• Mobility: Willingness to travel at least 3 days per week within the region to meet partners, drive activities and conduct business reviews.

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.

Why Join Tenable?

• Do you want to work in top performing, collaborative team that thrives on setting a high bar around channel sales execution? Are you hungry to succeed, detail focused and always going the extra mile to stand out from the competition? We are 100% committed to a channel-first strategy and our Channel Managers are at the center of our regional sales strategy.
• We offer strong compensation packages, comprehensive benefits, and the unique opportunity to lead channel growth for a company actively redefining AI powered Exposure Management.

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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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