Channel Sales Manager

1 week ago

Sydney, New South Wales, Australia Tenable Full time

Who is Tenable?
Tenable is the Exposure Management company. 40,000 organizations around the globe rely on Tenable to understand and reduce cyber risk.

Our global employees support 60 percent of the Fortune 500, 40 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

The Channel Sales Manager (CSM) is responsible for establishing and managing relationships with regional Channel Partners. The CSM will act as a sales liaison between distributors, named Channel Partners and Tenable sales personnel. The Channel Manager will support sales endeavors across all of Tenable's products lines.

This role will be focused primarily on development of 1 tier partners who are both resale and MSSP potential for Tenable.


Key Responsibilities:

  • Define strategy and its execution for named Channel Partners in ANZ
  • Recruit new strategic partners in defined region
  • Serve as the partner main point of contact as it relates to activity centric to the named Channel partners assigned to the region.
  • Create and present quarterly and adhoc reviews for the Senior Director of Channels, APAC
  • Oversee the negotiations of legal agreements as they relate to named partner recruitment and management.
  • Create and deliver accurate quarterly and annual forecasts and strategic plans.
  • Develop engagement plan with named Channel Partners and Tenable's Sales Teams
  • Drive Channel Partners sales and technical certification
  • In conjunction with the marketing team, develop and assist with the execution of lead generation campaigns for the purpose of pipeline development.
  • Provide input to marketing and/or program managers regarding additions or changes needed to our partner tools, online interfaces, or similar.

Requirements:

  • A minimum of 8+ 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
  • Relationships and knowledge of 1 tier partners across ANZ including the large SPs, SIs and regional SIs
  • Knowledge of MSSP models and partners and how to establish this business
  • Documented track record of success.
  • College Degree strongly preferred.
  • Experience and comfort level working with Clevel executives.
  • Familiarity with the network security marketplace strongly preferred.
If you've reached this point, and you're still not sure if you should apply.
Just do it We're human and we don't fit a perfect mold.

Having diverse backgrounds, experiences and perspectives, that's a good thing If you're coming from outside of the cyber industry - great If you're looking to try something new - awesome All we ask is you bring passion to all that you do, crave creativity and innovation, and embrace the hard work of gaining new skills and accepting big challenges.


  • 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._

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