Country Manager, Canada

Tenable, Inc.; United States; Remote; USD 180,000 - 250,000; Full time

Job summary

Tenable, Inc. is seeking a Country Manager to lead a regional sales team across Canada, shaping vision and yearly plans.

This role reports to senior leadership and steers channel partnerships, go-to-market strategy, and complex deal negotiations to achieve revenue and margin targets in a dynamic cybersecurity market. The ideal candidate brings 10+ years of director-level sales leadership, deep security product experience, and a proven ability to recruit, motivate, and drive performance across a

Qualifications

• 10+ years of Director-level management experience in a fast paced, highly competitive sales environment.
• Minimum 6 years’ experience selling Security Products such as Vulnerability Management, Continuous Monitoring, IDS/IPS, SIEM, DLP, Compliance, Encryption, Access Management, Authentication.
• Strong knowledge of selling multi-product software solutions.
• Minimum of 8+ years in quota carrying sales roles with proven success.
• Experience negotiating large, complex deals with challenging terms and price pressures.
• Proven track record coordinating with channel and technology partners to build strategic campaigns.

Responsibilities

• Recruit and develop direct sales management teams and ensure managers hire, develop, and manage a tiered sales team.
• Accurately manage and report pipeline development and forecasts for the region.
• Split time 50/50 between managing the team and customer interfacing calls.
• Collaborate with channel partners to generate new business opportunities.
• Develop the go-to-market plan for the specific region and lead negotiations for large deals.
• Coordinate with Sales Engineering, Channel, Finance, Legal, R&D and Marketing to align regional activities.

Job description

Who is Tenable?

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:

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.

Your Opportunity:

• 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

#LI-MF1 #LI-Remote

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.

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