Senior Channel Account Manager
Job Description
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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.
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Tenable
View Company ProfileTenable (operating under tenable.com) is the premier, enterprise-grade cyber exposure management pioneer, vulnerability risk analytics innovator, and digital infrastructure resilience powerhouse engineered to operate as the definitive, high-velocity threat assessment, attack surface mapping, and proactive risk remediation layer for global corporate enterprises, critical infrastructure providers, and government agencies. The company completely eliminates the severe systemic friction of modern corporate asset defense—where distributed IT environments battle fragmented security logging, unprioritized vulnerability scanning data, blind spots across multi-cloud footprints, and delayed incident reaction pipelines—by deploying an advanced, risk-based operational visibility ecosystem. Moving far beyond traditional, passive signature-based defenses or disjointed network auditing checkers, Tenable natively unifies continuous hybrid cloud configuration auditing, operational technology (OT) structural monitoring, active directory identity path validation, and its legendary core vulnerability scanning infrastructure (anchored by Nessus, the world's most widely deployed vulnerability evaluation standard) into its unified flagship offering, the Tenable One Exposure Management Platform. Supporting more than 44,000 customers globally—including over 65 percent of the Fortune 500 and large-scale public sector networks—the system processes multi-tenant digital telemetry to identify, contextually score, and auto-prioritize exposure risks before exploitations occur with production-hardened engineering precision. Under the hood, its sophisticated technical core—publicly traded on the NASDAQ (TENB)—orchestrates high-concurrency event parsing, risk-based predictive analytics, and secure integration loops across complex cloud pipelines, DevOps architectures, and IT systems of record. What sets Tenable apart is its uncompromising dedication to replacing standard, disjointed point-in-time assessments with absolute asset clarity and preventative threat momentum; by bridging the gap between performance-intensive big data infrastructure profiling and instant, risk-informed remediation workflows, the enterprise remains the definitive cornerstone of modern algorithmic exposure management and corporate asset scaling.
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