Senior Channel Account Manager

Your Role:

Tenable is seeking a dynamic Senior Channel Account Manager to drive growth with our most strategic partners in Germany, Austria and Switzerland . As the global pioneer in AI-powered Exposure Management , we are looking for a seasoned channel expert to empower our top focus partners, accelerate partner sourced revenue and solidify our market dominance in the region.

Key Responsibilities:

• Strategic Business Planning: Develop and execute comprehensive growth plans with top-tier security resellers, system integrators, and distributors.
• Pipeline Generation: Drive partner-sourced deal registrations and revenue expansion to consistently exceed regional sales quotas.
• Executive Alignment: Cultivate strong, multi-level relationships at all levels within partners.
• Cross-Functional Synergy: Collaborate closely with Tenable's direct sales, marketing, and technical teams to ensure seamless alignment and joint selling.
• AI Platform Enablement: Champion Tenable One—our industry-leading, AI-driven Exposure Management platform —by orchestrating targeted training, quarterly business reviews and joint campaigns.

What You'll Bring:

• Motivation: Positive, proactive mindset and drive to make things happen.
• Channel Experience: 5+ years in vendor channel sales within the cybersecurity industry .
• Track Record: History of scaling top-tier, strategic partners in Germany, Austria and Switzerland with consistent quota overachievement.
• Market Expertise: Deep understanding of the local cybersecurity channel landscape and established executive-level partner relationships.
• Business Acumen: Exceptional presentation, negotiation, and data-driven business planning skills.
• Mobility: Willingness to travel at least 3 days per week within the region to meet partners, drive activities and conduct business reviews.

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 both national and regional Channel partners.
• 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.
• Domestic travel is a requirement of this position.

Why Join Tenable?

• Do you want to work in top performing, collaborative team that thrives on setting a high bar around channel sales execution? Are you hungry to succeed, detail focused and always going the extra mile to stand out from the competition? We are 100% committed to a channel-first strategy and our Channel Managers are at the center of our regional sales strategy.
• We offer strong compensation packages, comprehensive benefits, and the unique opportunity to lead channel growth for a company actively redefining AI powered Exposure Management .