Senior Channel Sales Manager

Tenable, Inc.; Singapore; On-site; SGD 140,000 - 210,000; Full time

Job summary

Tenable is seeking a Senior Channel Manager to lead and expand channel engagements across SEA, reporting to the Senior Director for Channels APJ. You will drive partner strategy, management, and growth across focus partners, development partners, and distribution.

In this role you will build strong relationships with partners, enable internal teams, forecast pipelines and revenue, and manage key GSIs/MSSPs and regional AWS engagements to accelerate growth across Tenable's product lines in the

Qualifications

• 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 GSIs and MSSPs.
• Understanding of the roles of distribution and familiarity with their operation.
• 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.
• International travel across SEA is a requirement of this position.
• Familiarity with Cloud ecosystems.
• Familiarity with the network security marketplace preferred.

Responsibilities

• Define Channel strategy across Focus Partners, Development Partners and the Long tail supported by distribution.
• Develop and implement Focus Partner strategies ensuring the engagements perform as expected.
• Deliver against assigned targets including Pipeline and Revenue goals.
• Build and maintain strong relationships with partners, including stakeholder mapping and alignment of Tenable resource into the partner organisations.
• Manage internal stakeholders including Sales, SEs and marketing at working and leadership levels.
• Manage Key GSI and MSSP engagements across the region supporting key partners to develop their own CTEM services capabilities.
• Ensure Enablement activities are implemented in accordance with company strategy to support end customer engagements.
• Create and deliver accurate quarterly and annual forecasts and strategic plans.
• In conjunction with the marketing team, develop and assist with the execution of lead generation campaigns for the purpose of pipeline development as well as overall management of the regional MDF fund.
• Manage the regional AWS engagements as well as other alliances as required.

Skills

Channel management

Partner ecosystems

Sales strategy

Negotiation

C-level interaction

Travel internationally

Job description

Tenable® is the Exposure Management company. Over 40,000 organizations around the globe rely on Tenable to understand and reduce cyber risk. Our global employees support 65 percent of the Fortune 500, 50 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:

This is an exciting time for Tenable as we sit at the forefront of Proactive Cybersecurity in the age of Frontier AI models. There is an opportunity for a strong Senior Channel Manager to join us taking responsibility for growing and expanding out channel engagements across key geographies in SEA in this fast growing segment.

Reporting to the Senior Director for Channels APJ, this person will support sales endeavors across all of Tenable’s product lines.

This is an exciting time for Tenable as we sit at the forefront of Proactive Cybersecurity in the age of Frontier AI models. There is an opportunity for a strong Senior Channel Manager to join us taking responsibility for growing and expanding out channel engagements across key geographies in SEA in this fast growing segment.

Reporting to the Senior Director for Channels APJ, this person will support sales endeavors across all of Tenable’s product lines.

• Define Channel strategy across Focus Partners, Development Partners and the Long tail supported by distribution.
• Develop and implement Focus Partner strategies ensuring the engagements perform as expected.
• Deliver against assigned targets including Pipeline and Revenue goals.
• Build and maintain strong relationships with partners, including stakeholder mapping and alignment of Tenable resource into the partner organisations.
• Manage internal stakeholders including Sales, SEs and marketing at working and leadership levels.
• Manage Key GSI and MSSP engagements across the region supporting key partners to develop their own CTEM services capabilities.
• Ensure Enablement activities are implemented in accordance with company strategy to support end customer engagements.
• Create and deliver accurate quarterly and annual forecasts and strategic plans.
• In conjunction with the marketing team, develop and assist with the execution of lead generation campaigns for the purpose of pipeline development as well as overall management of the regional MDF fund.
• Manage the regional AWS engagements as well as other alliances as required.

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 GSIs and MSSPs.
• Understanding of the roles of distribution and familiarity with their operation.
• 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.
• International travel across SEA is a requirement of this position.
• Familiarity with Cloud ecosystems.
• Familiarity with the network security marketplace preferred.

#LI-Office

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.