Senior Distribution Account Manager

Who is Tenable?

Tenable® is the Exposure Management company. 44,000 organizations around the globe rely on Tenable to understand and reduce cyber risk. Our global employees support 65 percent of the Fortune 500, 45 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:

The Senior Distribution Account Manager will be responsible for managing Tenable’s distributors across the region. The role will involve working closely with distribution partners to enable their teams and drive awareness of Tenable’s products and objectives. Key responsibilities will be implementing plans to identify, on-board and develop new resellers and growing incremental business outside of Tenable’s directly managed focus partners. The desired candidate will have the proven ability to sell complex value-based software solutions to both technical and executive audiences and must understand how to work with distributors and also different types of resellers. Strong business ethics, great organisation and communication skills are a pre-requisite.

Your Opportunity:

• Responsible for day to day management of Tenable’s distribution partners in the APJ region.
• Working with each distributor to define a business plan with clear goals aligned to the APJ channel strategy.
• Establishing standardized reporting and engagement cadence.
• Growing incremental channel driven business especially within the commercial sector (mid markets).
• Reporting key sales and marketing metrics.
• Overseeing day to day operations and running business development campaigns.
• Managing and presenting quarterly business reviews and annual plans to management teams.
• Creating and delivering accurate quarterly and annual forecasts against specific targets per distributor.
• Developing and implementing highly strategic, thoughtful and deliberate business plans to drive mutual growth.

What You'll Need:

• A minimum of 10 years of experience in cyber security channel sales.
• Strong understanding of how distributors operate - prior experience in a Distribution Account Management role is a bonus.
• Stakeholder management, both within distributors and within Tenable – ability to work with and co-ordinate across the APJ region is critical.
• Documented track record of success.
• University Degree required.
• Experience working in a matrix management environment and utilising corporate resources and subject matter experts.
• Familiarity with security, networking, data centre and cloud infrastructure.
• Structured process driven approach to business.

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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 [email protected] for further assistance.

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