Business Development Manager – GSIs & Advisories (DACH)

Your Role:

We are seeking an experienced, highly strategic, and results-driven Business Development Manager (BDM) to lead and scale our partnerships with Global System Integrators (GSIs) (e.g., Accenture, Capgemini, PwC, Deloitte, KPMG) and key Tier-1 IT Advisories across the DACH region (Germany, Austria, Switzerland).

Reporting directly to the Senior Director of GSI & Alliances EMEA, you will be the primary architect of Tenable’s go-to-market (GTM) strategy within the DACH GSI and Advisory ecosystem. Your focus will be on embedding Tenable’s Exposure Management solutions into the repeatable service architectures, managed security services (MSSP), large-scale digital transformation initiatives, and cyber advisory practices of our strategic partners, aligning local execution with our broader EMEA alliance strategy.

Key Responsibilities:

• Strategic Alliance Development: Build, nurture, and scale high-impact relationships with practice leaders, partner executives, and client account directors within major GSIs and Advisories across DACH.
• Service Integration & Co-Selling: Drive the embedding of Tenable One, Tenable
  Cloud Security, and Tenable OT into the standard service catalogs, security frameworks, and reference architectures of partners.
• Pipeline Generation & Sales Execution: Collaborate closely with regional Tenable
  Enterprise Sales teams and partner client leads to identify, co-sell, and close high-value enterprise opportunities.
• EMEA Alignment: Work in lockstep with the EMEA Alliances leadership to ensure
  DACH partner strategies support overall regional growth objectives and global partner frameworks.
• Enablement & Brand Advocacy: Design and deliver technical and commercial
  enablement programs, certifications, and account-mapping workshops to educate partner delivery and sales forces.
• Market Strategy Collaboration: Partner with Regional Marketing to plan and execute joint marketing campaigns, roundtable events, and executive sponsorships tailored to the DACH enterprise market.
• Governance & Reporting: Maintain accurate sales forecasting and partner-influenced pipeline metrics using Salesforce CRM. Conduct regular Quarterly Business Reviews (QBRs) with key alliance stakeholders.

Qualifications & Experience:

• Experience: 7+ years of experience in Enterprise Software Sales, AllianceManagement, or Business Development within the cybersecurity industry.
• GSI Ecosystem Expertise: A proven track record of managing and closing business through or with global integrators and major advisories in the DACH region.
• Cybersecurity Acumen: Strong foundational knowledge of Exposure Management, Cloud Security (CNAPP), Identity Security, or Operational Technology (OT/IoT).
• Complex Navigation Skills: Demonstrable ability to navigate the complex, matrixed environments of global consulting firms to find and activate key decision-makers.
• Language Skills: Fluency in both German and English (written and spoken) is
  required. Swiss-German or French is a plus.
• Travel: Ability to travel approximately 40-50% across Germany, Austria, and Switzerland for partner meetings and industry events.

What We Offer:

• Competitive compensation package (Base + OTE commission structure).
• Comprehensive health, wellness, and pension benefits tailored to local DACH
  regulations.
• A high degree of autonomy inside a collaborative, fast-paced, and highly innovative global environment.
• Continuous learning and professional development paths within a market-leading
  cybersecurity ecosystem.

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