Country Manager - Cybersecurity Sales (Canada)

Your Role:

Tenable is seeking a Country Manager responsible for leading a regional sales team of highly skilled, seasoned sales individuals. The Country Manager will map the course, develop the vision, and implement annual plans while being accountable for delivering measurable results that achieve and exceed revenue and margin targets.

Your Opportunity:

• Act as the frontline manager to recruit the direct sales management team and ensure these managers effectively recruit, hire, develop, and manage a tiered sales team.
• Accurately manage, inspect, and report on all aspects of pipeline development and forecasts for the region in a predictable manner.
• Split time 50/50 between managing a team and interfacing with customers.
• Work closely with new and established channel partners to generate new business opportunities.
• Develop a go-to-market plan for the specific region.
• Lead negotiations for large, complex deals.
• Collaborate with leadership across functions such as Sales Engineering, Channel, Finance, Legal, R&D, and Marketing to ensure alignment and optimize sales performance.
• Hold direct sales responsibility for accounts in the region and attain revenue goals for new product sales.
• Initiate, establish, and maintain contact with team members, prospects, clients, and partners within the assigned territory.
• Develop recommendations for growth, identify opportunities for growth, and target key accounts in the assigned territory.
• Develop and maintain a comprehensive 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.
• Minimum 6 years of experience selling Security Products such as Vulnerability Management, Continuous Monitoring, IDS/IPS, SIEM, DLP, Compliance, Encryption, Access Management, and Authentication.
• Strong knowledge and understanding of how to sell multi-product software solutions.
• Minimum 8+ years in a quota-carrying sales role with a demonstrated track record of success.
• Extensive experience negotiating large, complex deals with complex terms, conditions, price pressures, and considerations.
• A proven track record of working with channel and technology partners to build strategic and cooperative sales campaigns.
• History of coordination within internal multi-functional teams such as Sales Engineers, Inside Reps, Field Marketing, Professional Services, and Channel Management to ensure target quotas are achieved and exceeded.
• Referenceable domain expertise of the Canada region, accounts, decision-makers, and channel partners.