Senior Channel Sales Manager

The Senior Channel Account Manager (CAM) is responsible for building and managing strategic relationships with named Channel Partners.  The Channel Account Manager will act as a sales liaison between distributors, named Channel Partners and Tenable sales personnel. The Sr. CAM will support sales endeavors across all of Tenable’s products lines.
Your Opportunity:

• Define strategy and its execution for named Channel partners.
• Recruit new strategic partners in defined region.
• Build and maintain strong relationships with partners, acting as a primary point of contact for all sales and business related matters.
• Create and present quarterly and ad-hoc reviews to the Director of Channels, Americas as well as to all levels of internal management.
• Lead the negotiations of legal agreements as they relate to the CM’s 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, on-line interfaces, or similar.
• May perform other duties and responsibilities that management may deem necessary from time to time.

What You'll Need:

• 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 both national and regional Channel partners.
• 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.
• Domestic travel is a requirement of this position.

And ideally:

• College Degree strongly preferred.
• Familiarity with the network security marketplace strongly preferred.

#LI-KM1

#LI-Office