Country Manager, Canada

Tenable Network Security, Inc.; Toronto; On-site; CAD 150,000 - 190,000; Full time

Job summary

Tenable Network Security, Inc. is seeking a Country Manager for Canada to lead a regional sales team, map the course, develop vision, and implement annual plans to achieve revenue and margin targets.

You will recruit and manage sales leaders, oversee pipeline forecasts, and collaborate with channel partners and internal teams to drive growth and large, complex deals. 50% travel is required.

Qualifications

• 10+ years of Director-level management experience in a fast-paced sales environment.
• Minimum 6 years’ experience selling Security Products: Vulnerability Management, Continuous Monitoring, IDS/IPS, SIEM, DLP, Compliance, Encryption, access Management, Authentication, etc.
• Strong knowledge of selling multi-product software solutions.
• Minimum of 8+ years in quota carrying sales role with demonstrated success.
• Extensive experience negotiating large complex deals with terms, price pressures and considerations.
• Proven track record working with channel and technology partners to build strategic sales campaigns.
• History of coordination with multi-functional teams to ensure target quotas are achieved and exceeded.
• Reference-able Canada region domain expertise with accounts and partners.
• Ability to travel approximately 50% of the time.

Responsibilities

• Act as front line manager to recruit direct sales management and ensure managers recruit, hire, develop, and manage a tiered sales team.
• Manage, inspect and report on pipeline development and forecasts for the region.
• Split time 50/50 between managing a team and customer interfacing calls.
• Work with channel partners to generate new business opportunities.
• Develop go-to-market plan for the specific region.
• Lead negotiations for large complex deals.
• Coordinate with Sales Engineering, Channel, Finance, Legal, R&D and Marketing.
• Direct sales responsibility for accounts in the region and meet revenue goals.

Skills

Leadership

Team management

Strategic planning

Negotiation

Channel partnerships

Sales experience

Canada market knowledge

Job description

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:

Tenable is seeking a Country Manager responsible for leading a regional sales team of highly skilled, seasoned sales individuals. The Country Manager will map the course, develop the vision and implement annual plans and is accountable for delivering measurable results that achieves and exceeds revenue and margin targets.

• Act as the front line manager to recruit the direct sales management team and ensure, in turn, that these managers effectively recruit, hire, develop, and manage a tiered sales team


• Accurately manage, inspect and report in a predictable manner on all aspects of pipeline development and forecasts for the region


• Split time 50/50 between managing a team and customer interfacing calls


• Works closely with new as well as established channel partners to generate new business opportunities


• Develop go to market plan for the specific region


• Lead negotiations for large complex deals


• Work closely with leadership for other functions such as Sales Engineering, Channel, finance, legal, R&D and marketing to ensure efficient alignment to regional activities and to enable optimum sales performance


• Direct sales responsibility for accounts in region and attain revenue goal for new product sales


• Initiate, establish and maintain contact with team members, prospects, clients, and partners within assigned territory


• Develop recommendations for growth, opportunities for growth, and key target accounts in the assigned territory


• Develop and maintain a complete knowledge of Tenable’s products

What You\'ll Need:

• 10+ years of Director-level management experience of direct reports in a fast paced, highly competitive, ever-changing sales environment


• Minimum 6 years’ experience selling Security Products: Vulnerability Management, Continuous Monitoring, IDS/IPS, SIEM, DLP, Compliance, Encryption, access Management, Authentication, etc.


• Strong knowledge and understanding of how to sell multi-product software solutions


• Minimum of 8+ years in quota carrying sales role with demonstrated success


• Extensive experience negotiating large complex deals with extremely complex terms, conditions, price pressures and considerations


• Proven track record working with channel and technology partners to build strategic and cooperative sales campaigns together


• History of coordination within an internal set of multi-functional teams such as Sales Engineers, Inside Reps, Field Marketing, Professional Services, and Channel Management to ensure target quotas as achieved and exceeded


• Reference-able domain expertise of the Canada region, accounts, decision makers and channel partners


• The ability to travel approximately 50% of the time

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 [e-mail] for further assistance.

Tenable Data Consent Statement

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As set forth in Tenable, Inc.’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.