Territory Account Manager

About Tenable: Tenable® is the market-leading Exposure Management company, on an ambitious global mission to help modern organizations understand and reduce cyber risk. Trusted by over 40,000 corporate frameworks globally—including 65 percent of the Fortune 500, 50 percent of the Global 2000, and premier international government agencies—Tenable delivers best-in-class security architectures. Evolving into a dominant force in Exposure Management recognized by Gartner, IDC, and Forrester, Tenable is pushing boundaries on the new AI Frontier through advanced partnerships alongside Anthropic and OpenAI. We foster a #OneTenable culture of belonging, respect, and shared excellence where passion drives results.

Position Overview

We are seeking a highly autonomous, channel-fluent, and commercially aggressive Territory Account Manager to orchestrate and scale our market footprint across South Africa under a permanent, full-time remote configuration. In this high-leverage commercial seat, you will adopt a “first person in region” builder mentality to drive net-new enterprise customer acquisition while cross-selling into our under-penetrated install base. Shifting completely away from routine non-regulated data entry logs, basic administrative scheduling, or simple inbound helpline ticketing, you will run an active multi-tier channel alliance engagement, direct corporate procurement navigation, and high-concurrency pipeline qualification laboratory. Because Tenable operates under a 100% channel-driven layout in this territory, you will partner close-knit alongside regional system integrators and distribution partners to unlock high-value accounts. This position requires an enterprise sales authority with a proven commercial track record who steers business pipelines fluidly natively using Sales Representative, Lead Generation, and Cold Calling primitives, applies structured MEDDPICC methodologies, and travels frequently (50%+) to win partnerships in the room.

Key Responsibilities

• Territory Revenue Governance: Take complete technical ownership of the South African market matrix, executing strategic sales plays to meet and exceed monthly, quarterly, and annual revenue quotas natively utilizing Sales Representative metrics.
• 100% Channel Alliance Instrumentation: Revitalize, manage, and scale vital relationships with regional Cybersecurity Channel Partners, distributors, and value-added resellers to create predictable co-sell mechanisms.
• Install Base Value Triage: Re-engage and nurture marquee enterprise customer accounts, identifying hidden friction points to unlock upsell and cross-sell platform expansion opportunities.
• Outbound Enterprise Sourcing: Develop and execute aggressive outbound campaign strategies to discover, influence, and qualify high-value leads within large, complex corporate and government targets natively deploying Lead Generation tools.
• MEDDPICC Sales Execution: Run a disciplined end-to-end consultative sales cycle from first engagement through contract close, aligning cross-functional buying committees via rigid qualification criteria.
• Data Tooling and Forecast Accuracy: Maintain immaculate account data integrity and pipeline metrics within regional infrastructure tools (specifically Salesforce.com and Clari platforms) natively leveraging Cold Calling tracking habits.
• Cross-Functional Resource Orchestration: Wear multiple corporate hats, seamlessly aligning distributed international product teams, pre-sales solution consultants, and marketing squads to maximize regional field outcomes.
• AI Frontier Security Advisory: Act as a trusted cybersecurity thought leader, confidently articulating complex risk exposure vulnerabilities and the business impact of securing emerging AI frontier models.

Required Skills & Qualifications

• Demonstrated professional tracking or successful quota-carrying history operating as an Enterprise Account Executive, Territory Sales Manager, IT Security Closer, Channel Sales Director, or closely matching tech-enabled market acquisition capacity.
• Expert Enterprise Tech Sales Command: Proven, hands-on background closing complex software deals inside the Commercial and Enterprise tiers, with an intimate understanding of Cybersecurity challenges, risk mitigation, or cloud exposure models .
• Deep operational fluency executing formalized enterprise closing playbooks—specifically requiring a strong execution background utilizing the MEDDPICC sales methodology .
• Extensive practical experience driving business networks through channel partnerships, with complete literacy keeping modern pipeline management architectures (such as Salesforce and Clari ) error-free.
• Outstanding written, verbal, and textual presentation communication strengths in English, with an established background delivering scannable business-value presentations to corporate committees and director-level decision-makers.
• Travel Readiness: Absolute willingness and capacity to travel 50%+ of the time across the region to maintain high visibility and engage customers face-to-face.
• Location Context: Position operates under remote parameters open exclusively to qualified enterprise cybersecurity sales authorities residing permanently within South Africa .

Preferred Strategic Indicators (Nice to Have)

• Prior platform or enterprise architecture background selling software components explicitly inside the vulnerability management, cloud security posture (CSPM), identity governance, or automated data monitoring spaces.
• A working technical literacy regarding modern AI frameworks, large language model integrations, or cloud multi-tenancy constraints.
• An adaptable, highly self-motivated persona characterized by an entrepreneurial drive, high activity metrics, and an absolute excitement for (re)building an international brand’s presence on the ground.

What We Offer

• Top-Tier South African Cybersecurity Sales Remuneration Matrix: A highly competitive annual total compensation package calibrated precisely to your individual closing velocity and regional partner pedigree, augmented by lucrative sales commissions and performance rewards.
• 100% remote workspace infrastructure autonomy open across South Africa, freeing your calendar from daily physical office commute blocks.
• Macro Digital Risk Reduction Influence: Elite professional growth landmarks built by single-handedly architecting the Exposure Management and AI security frameworks adopted by South Africa’s leading enterprise structures.
• Comprehensive health, medical, and wellness preservation configurations tailored seamlessly to your local parameters.
• Access to an outstanding, zero-bureaucracy international #OneTenable tech community that provides state-of-the-art technical provisions, global talent support frameworks, and reasonable accommodations for qualified individuals with disabilities to enable long-term commercial mastery.