Tenable, Inc
Senior Director, Sales
Job Summary
The role involves leading a regional sales team focused on cybersecurity solutions, with responsibilities including developing sales strategies, managing pipeline development, and managing customer and partner relationships. The candidate should have extensive experience in security product sales, team management, and negotiating complex deals. Collaboration with internal teams and channel partners is essential to achieve revenue targets. The position emphasizes strategic growth and sales execution within a fast-paced, competitive environment.
Required Skills
Job Description
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!
Your Role:
Tenable is seeking a Regional Sales Director responsible for leading a regional sales team of highly skilled, seasoned sales individuals. The Regional Sales Director 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
- Min 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
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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.
Tenable Data Consent Statement
Tenable is committed to protecting the privacy and security of your personal data. This Notice describes how we collect and use your personal data during and after your working relationship with us, in accordance with the General Data Protection Regulation (“GDPR”). Please click here to review.
For California Residents: The California Consumer Privacy Act (CCPA) requires that Tenable advise you of certain rights related to the collection of your private information. Please click here to review.
Tenable, Inc
Tenable helps you find, prioritize & fix cyber risk, in the cloud and on-prem, using robust security, vulnerability management, and compliance tools.
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