Channel and Commercial Account Manager - Tenable

We are seeking a motivated and results-driven Channel and Commercial Account Manager to join our team. In this role, you will act as an extension of the Tenable team within your region, supporting our Authorised Reseller Partner program. You will collaborate closely with sales and marketing personnel to promote Tenable solutions and drive revenue growth through our partner network.

• Attend Tenable events and meetings at various locations as specified by Tenable.
• Complete the training plan as outlined by the organisation.
• Gather necessary information and participate in quarterly performance reviews.
• Maintain a clear understanding of the competitive landscape in the cybersecurity market.
• Work closely with Tenable sales and marketing teams to educate partners about Tenable solutions and strategies.
• Act as a liaison between Tenable and its Authorised Reseller Partners, reporting to the local Tenable team and Obscure BU manager.
• Drive the TENABLE Authorised Reseller Partner program by managing deal registrations and partner relationships.
• Serve as Partner Account Manager for TENABLE Authorised Partners, focusing on building sales pipelines and closing deals.
• Utilise BANT (Budget, Authority, Need, Timing) methodology in all sales engagements.
• Update CRM systems regularly; prepare weekly, monthly, and quarterly reports on partner performance.
• Collaborate with BU Manager and Marketing teams to implement relevant marketing strategies and enablement initiatives.
• Identify new sales opportunities through inbound leads and outbound partner meetings while focusing on white and dark space accounts.
• Understand customer needs to effectively position TENABLE's value proposition and product offerings.
• Route qualified opportunities to appropriate vendor sales executives for further development and closure.
• Meet or exceed assigned sales goals (target $ TBC).

• 5–7 years of experience in sales or partner account management within the technology sector, preferably in cybersecurity.
• Proven track record of managing partner relationships and driving revenue growth.

• Strong communication skills with an ability to engage effectively with partners at all levels.
• Proficiency in CRM software (e.g., Hubspot) for tracking sales activities and reporting.
• Ability to think strategically while managing day-to-day operations effectively.
• Excellent problem-solving skills with attention to detail.

• Competitive salary with performance-based bonuses.
• Opportunities for professional development and training programs.