Director, Channel Sales

**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

**Your Role**:
The APJ Director of Channel Sales, reporting to the VP of APJ, will lead a group of channel sales professionals responsible for indirect go to market strategy, operations, and revenue globally across the APJ region. The APJ Director will lead a growing team focused on partner strategy and the execution of programs to grow the partner network and impact. They are expected to work cross functionally and collaborate with the sales, marketing, services, and training/enablement teams to build a fully integrated channel partner ecosystem.

This is an exciting opportunity for an individual seeking a high visibility role in a fast-paced, dynamic sales environment.

**Your Opportunity**:

- Lead and manage an assigned channel team & geo including resource hiring, mentorship, and performance management
- Develop and execute Tenable’s Channel Sales Strategy by establishing the infrastructure
- Oversee the refinement and development of the APJ team by establishing KPI’s and best practices
- Partner with cross functional teams to help establish uniform compensation, training, and channel sales incentive programs
- Work closely with stakeholders to develop, establish, and direct channel and distribution strategies, programs, and best practices
- Maintain key customer relationships and develop and implement strategies for expanding the company’s customer base
- Manage overall channel sales process, set appropriate metrics for channel sales funnel management
- Develop pricing policies, including volume discounts and terms and conditions, for high
- profile customers and channel partners

**What You'll Need**:

- A great leader of people who can coach to develop employees' professional strengths and aspirations
- At least 5+ years’ indirect sales leadership experience in comparable industries, with at least 2 years in a Director level management position leading a channel sales or partnerships function
- The ability to plan and manage at both the strategic and operational levels
- Current experience managing the performance metrics and channel sales best practices for team members; successfully leading the team to channel sales quota attainment
- Established contacts and relationships with potential customers and channel partners
- Outstanding consultative channel selling abilities and excellent interpersonal skills with executive level customers and partners
- Current experience leading a team responsible for new channel account acquisition and provide guidance for competing, negotiating and closing channel sales
- Current experience leading channel sales strategies to further penetrate and grow existing customer bases
- Provide a consultative sales approach through an extended sales cycle to consistently meet or exceed quota
- Business related BS degree/MBA preferred but not required

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._