Business Development Manager - Tenable

Job Summary

The Business Development Manager – Tenable supports sales representatives by providing product support and program information, driving business growth for specific OEM partners through strategic programs and initiatives. The role involves creating and delivering training and presentations, managing sales pipelines, and representing the brand at industry events to enhance awareness.

• Assist sales representatives with product support, program information, and competitive advantages for pending opportunities.
• Drive overall business growth for the specific OEM partner or business category by developing strategic programs, campaigns, and initiatives.
• Create and deliver trainings, presentations, and account mapping sessions for customers and sales teams.
• Monitor and manage sales pipelines, opportunities, and deals to ensure alignment with partner sales goals and initiatives.
• Represent the brand and partner(s) to company leadership, customers, and at industry events to enhance brand awareness.
• Build and foster strong business relationships with decision-makers and influencers across target accounts and partner organizations.
• Educate the sales force on partner tools, products, and programs to enhance sales efforts and partner alignment.
• Lead and participate in partner customer calls, presentations, and meetings to support new business development.
• Analyze data to identify key trends and insights, using them to inform business strategies and resolve partner success issues.
• Coordinate and maintain sales training programs, including creating and updating training materials for sales representatives and customers.

• Reporting:
  Identify the need for, and initiate, regular updates to relevant stakeholders without explicit instructions.
• Training:
  Identify learning gaps within a team, propose training solutions, and implement them without explicit instructions.
• Relationship Building:
  Identify opportunities for collaboration, propose strategies for effective communication, and build relationships without explicit instructions.
• Problem‑Solving:
  Identify problems, propose solutions, and act to resolve them independently.
• Results Orientation:
  Set personal goals and work toward them, achieving results consistently.
• Analytical Thinking:
  Apply critical thinking to analyze data, identify patterns, and make basic inferences.
• Data Analysis:
  Identify patterns and trends in data, propose hypotheses, and use statistical techniques to test them.
• Teamwork:
  Work effectively in a team, contribute ideas, and respect others’ contributions.
• Communication:
  Effectively communicate complex ideas and information, adapting style to the audience.
• Time Management:
  Use time effectively, improving task prioritization and deadline management.

• Effective communication and sales of complex technical products or services by understanding customer needs and articulating the value proposition.
• Intermediate understanding of Information Technology products and solutions to evaluate, implement, and support initiatives.
• Intermediate ability to examine, clean, transform, and model data to discover useful information and support decision‑making.
• Intermediate comprehension of a company's market positioning, competitive dynamics, and operational processes.
• Intermediate proficiency with Word, Excel, PowerPoint, and Outlook.

• Completed bachelor’s degree or relevant work experience.
• 2–4 years of experience in a similar role.
• Ability to travel to SHI, partner, and customer events, up to 15% of the time.
• Ability to work flexible hours.

The estimated annual pay range is $80,000 – $115,000, which includes a base salary and bonus. Benefits may include medical, vision, dental, 401(k), and flexible spending.

SHI International Corp. is an equal opportunity employer. M/F/Disability/Protected Veteran Status are protected categories.