Director, Channel Sales

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 looking for a Director, Channel Sales to lead our channel sales team across Asia Pacific and Japan (APJ). You'll own the region's indirect go-to-market strategy - growing and managing the partners (resellers and distributors) who help Tenable reach customers across a region that spans a diverse market.

You'll manage and build a channel team and a partner network that can operate at that scale, while working closely with Sales, Marketing, Services, and Support to make sure partners are set up to sell, deploy, and support Tenable well in their local markets.

Your Opportunity

• Lead, hire, coach, and manage a team of channel sales professionals across APJ - helping each person grow their skills and their career.
• Own and execute Tenable's channel sales strategy for APJ: set clear KPIs, build repeatable playbooks, and raise the bar on channel sales best practice across the team.
• Grow the Tenable Assure Partner Program footprint across APJ - recruiting, enabling, and scaling resellers and distributors across the Bronze, Silver, Gold, and Platinum partner tiers.
• Partner with global and regional Sales, Marketing, Services, and Enablement teams to build consistent partner compensation, training, and incentive programs suited to APJ's markets.
• Manage the end-to-end channel sales process: pipeline health, deal registration, forecasting, and the metrics that keep the channel funnel healthy.
• Own key partner and customer relationships across the region, and lead commercial discussions - including volume discounts and deal terms - for strategic partners and high-value accounts.
• Represent APJ's channel priorities to global channel leadership, and adapt global partner programs so they work for local market realities (e.g. distributor-led models in parts of Southeast Asia and Greater China vs. direct reseller models in Australia and New Zealand).
• Travel regularly across APJ to support partners, customers, and your team in person.
• Take on other reasonable duties as the business needs - this list covers the core of the role, not all of it.

What You'll Need

• A genuine people leader - someone with a track record of coaching a team and helping them grow into stronger channel sellers and, eventually, leaders themselves.
• 5+ years of indirect/channel sales leadership experience in technology or cybersecurity, including at least 2 years at Director level leading a channel sales or partnerships function across APJ.
• A solid understanding of how channel and distribution models differ across APJ's markets, and the judgement to adapt strategy country by country rather than applying one approach everywhere.
• Experience setting and managing channel KPIs, quota attainment, and sales funnel metrics - and a track record of hitting them.
• Established relationships with channel partners and distributors across the region.
• Strong consultative selling and negotiation skills, with the confidence to engage partner and customer executives on complex, multi-stakeholder deals.
• Experience designing or managing partner pricing, incentives, and deal registration programs, including for high-profile accounts.
• The ability to work at both the strategic level (regional channel strategy) and the operational level (day-to-day deal and partner support).
• Willingness and ability to travel regularly across APJ.

And Ideally

• Experience selling or partnering in cybersecurity, vulnerability management, or exposure management specifically.
• An additional regional language (e.g. Mandarin, Japanese, Korean, or Bahasa) - a real advantage given the number of markets in scope, though not required.
• Experience working within a tiered partner program (e.g. Bronze/Silver/Gold/Platinum-style structures) at a global technology vendor.

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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 Recruiting@Tenable.com for further assistance.

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