Senior Channel Sales Manager

This is an exciting time for Tenable as we sit at the forefront of Proactive Cybersecurity in the age of Frontier AI models. There is an opportunity for a strong Senior Channel Manager to join us taking responsibility for growing and expanding out channel engagements across key geographies in SEA in this fast growing segment. Reporting to the Senior Director for Channels APJ, this person will support sales endeavors across all of Tenable’s product lines.

Responsibilities

Define Channel strategy across Focus Partners, Development Partners and the Long tail supported by distribution; Develop and implement Focus Partner strategies ensuring the engagements perform as expected; Deliver against assigned targets including Pipeline and Revenue goals; Build and maintain strong relationships with partners, including stakeholder mapping and alignment of Tenable resource into the partner organisations; Manage internal stakeholders including Sales, SEs and marketing at working and leadership levels; Manage Key GSI and MSSP engagements across the region supporting key partners to develop their own CTEM services capabilities; Ensure Enablement activities are implemented in accordance with company strategy to support end customer engagements; Create and deliver accurate quarterly and annual forecasts and strategic plans; In conjunction with the marketing team, develop and assist with the execution of lead generation campaigns for the purpose of pipeline development as well as overall management of the regional MDF fund; Manage the regional AWS engagements as well as other alliances as required

Requirements

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 GSIs and MSSPs; Understanding of the roles of distribution and familiarity with their operation; 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; International travel across SEA is a requirement of this position; Familiarity with Cloud ecosystems

Nice to have

Familiarity with the network security marketplace preferred