Who is Tenable?

Tenable® is the Exposure Management company. 44,000 organizations around the globe rely on Tenable to understand and reduce cyber risk. Our global employees support 65 percent of the Fortune 500, 45 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!

Get to know the Role:

As a Tenable Channel Manager, you won’t just manage partnerships, you will shape the future of Tenable’s partner ecosystem across Germany and Switzerland. We don’t just value the channel, we are 100% committed to a channel-first strategy. This means your work as the Channel Manager is at the absolute centre of our regional growth engine.

This is a high-performance, collaborative team that thrives on winning together, delivering world-class exposure management solutions to organisations across the globe.

To Tenable,

Your Core Responsibilities:

Own the region: Take ownership of Tenable’s partner ecosystem in Germany and Switzerland, building and executing mutual growth strategies. Build, scale and execute on growth strategies with our partners in region. As well as identify new partners that we can grow.
Collaborate: We win together, and that requires close collaboration with cross functional teams in and out of region. This is key to your success.
Empower and enable: Build deep, strategic relationships with resellers, MSSPs, and distributors, transforming them into highly motivated brand champions.
Own the Pipeline: Build highly accurate quarterly and annual forecasts, utilising sales and marketing metrics to confidently present performance and strategy to the leadership team.
Lead Business Reviews: Spearhead quarterly business reviews (QBRs) and joint annual planning sessions that align partner goals with Tenable's trajectory.
High Activity: A key indicator of success is being visible, and being with partners as much as you can.

Opportunity - Why Tenable?

At Tenable, we don’t just value the channel—we are 100% committed to a channel-first strategy. This means the work of the Channel Manager is at the absolute centre of our regional growth engine. This is a high-performance, collaborative team that thrives on winning together, delivering world-class exposure management solutions to organisations across the globe.

Ownership of Tenable’s largest, most strategic channel partners across Germany and Switzerland.
Drive Strategic Growth: Develop, implement, and execute high-impact business plans with focus partners to drive increased partner sourced pipeline and bookings.
Nurture & Expand: Serve as the trusted, executive-level point of contact for Tenable’s largest partners, aligning day-to-day operations with long-term strategic vision.
Expand the Ecosystem: Strategically identify and recruit high-potential new partners into Tenable’s award-winning partner program to capture untapped market share.

Requirements:

This role is ideal for a Mid to Senior level Channel Account Manager, a focus in Cyber Security is an added bonus.
Established, strong channel network with an innate understanding of how to maximise value with resellers, MSSPs, and distributors.
Documented track record of over achievement and success.
Operational excellence and world class basics. You understand how to manage, navigate tools like SF.com, Clari, Tableau and use them to articulate your business.
Sharp business acumen, with a sales mentality and the ability to close deals. Utilising MEDDPIC sales methodology.
Strong communicator, with an ability to inspire teams, and build relationships.
Experience with utilising AI tools to improve workflows.
Proven track record of selling complex, value-based software solutions to partner decision makers both commercially and technically.

Get to know the hiring team

Recruiter: Alla Vardi

Hiring Manager: Guy March

What does the process look like?*

Step 1. Interview with Alla Vardi

Step 2. Interview with Guy March

Step 3: Interview with the Channel team

Step 4:Interview with the Sales Director

Step 5: Case Study/Panel Presentation

* This is an indication of the steps that a successful applicant will take, and should not be seen as an exact representation. We believe in an efficient and effective process, and will do all we can to minimise the number of steps, whilst still maximising the value for each interview step.

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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 [email protected] for further assistance.

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Channel Manager

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Tenable, Inc.