Your Role:
Tenable seeks a Director of Global Strategic Partner sales to work with Global System Integrators and large, global MSSP & MDR providers. This person is responsible for developing and executing our Go To Market plan for a set of Global Strategic partners. Were growing and seek a seasoned, high-energy, and driven Senior Sales Executive / Leader with strong knowledge of and experience with: Exposure Management / Network Security / Cloud Security / EDR/MDR, and / or enterprise-wide security software technologies. This will be a role with direct exposure and visibility to senior Tenable Executives with an opportunity to help shape overall strategy.
We're seeking someone experienced in complex selling situations to both very technical partners as well as C-Level and other decision makers as security projects are increasingly becoming board level issues. The candidate will be selling an advanced exposure management security solution that empower organizations to solve mission critical security problems by managing, understanding, and reducing risk across the modern converged attack surface.
Your Opportunity:
- Manage all facets of a few Global Strategic Partnerships as a strategic route to market to accelerate the growth of Tenable
- Embed Tenable technology into partners service offerings
- Build and executive a global account plan with assigned Global Strategic Partnerships
- Creatively design and implement unique value added programs, contract terms, and pricing models to maximize Tenables revenue and margin with these partners
- Assist the field with all sell-through activities, pipeline generation, and bookings growth
- Develop, manage, and accelerate account pipeline within assigned Global Strategic Partnerships
- Achieve assigned quarterly and annual sales goals and other regional objectives
- Develop pipeline and grow revenues through targeted marketing, sales activities and networking
- Work closely with marketing, Product Management, Sales Engineering, and Engineering, and other stakeholders to facilitate closure of opportunities and new partnerships
- Deliver presentations / demonstrations highlighting the benefits, key features and functions of the Tenable solutions
- Maintain an understanding of key industry trends and competitive issues and products
- Practice effective, excellent communication with management, customers and support staff
- Travel to customer and partner locations as needed in support of sales efforts
- Provide regular reporting of pipeline and accurate forecasts through salesforce.com
What You'll Need:
- 10+ years experience (With 4+ year company track records) selling security software and exceeding quotas
- Strong working knowledge of the Big 4 Accounting/Advisory firms, working on large complex partnership agreements
- Demonstrated success in working with GSIs & Advisory Firms in a sales or business development capacity
- Experience selling emerging technologies, winning new logos, and building territories
- Experience with the process of selling to Global 1000 customers and/or direct enterprise sales experience is a plus
- Must embrace working in a team environment. Teaming is critical to our success.
- Must be willing to travel to customers and prospects globally as needed to achieve our objectives
And Ideally:
- Cyber Security in your DNA
- A rolodex and flawless reputation with partners in this territory
- Strong ethics, self-directed and resourcefulness
- Ability to thrive in a fast moving, dynamic environment
- Strong written and verbal communications skills
- Strong negotiation skills
- Positive attitude, ambitious, and a passion for building a valuable business
- Technically savvy with strength in communicating business value
- Strength in working in small teams as well as independently
- Expertise in nurturing and building relationships
- Working knowledge of SF.COM & Microsoft Office Suite
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