Global Consultants & System Integrators Manager, EMEA
Tenable
Uxbridge, , United Kingdom
14d ago

Your Role : Tenable seeks a Global Consultants & System Integrator Manager, EMEA sales. This person is responsible for establishing our GTM and Strategy for a defined set of Global Consulting and System Integrator partners as well as general ove...

Your Role :

Tenable seeks a Global Consultants & System Integrator Manager, EMEA sales. This person is responsible for establishing our GTM and Strategy for a defined set of Global Consulting and System Integrator partners as well as general oversight of Tenable’s MSSP program in EMEA.

We’re growing and seek a seasoned, high-energy, and driven Senior Sales Executive / Leader with strong knowledge of and experience with : Network Security / Security Analytics / SIEM products, and / or enterprise-

wide security software technologies. This will initially be a player / coach role, with management and team building responsibilities as the territory and opportunity warrant.

We're seeking someone experienced in complex selling situations to both very technical partners as well as C-Level and other decision makers.

The candidate will be selling an advanced network security solution that empower organizations to solve mission critical security problems by transforming data assets into actionable intelligence.

Your Opportunity :

  • Manage all facets of our Consultant / SI program including partner relationships, program management, and sales targets
  • Embed Tenable technology into partner’s service offerings
  • Help build our GTM programs in the SI and Consultant communities
  • Creatively design and implement unique value added programs, contract terms, and pricing schemes to maximize Tenable’s revenue and margin with these partners
  • Oversight of Tenable MSSP Program in EMEA in sales specialist / overlay capacity
  • Assist the field with all sell-through activities as the program matures
  • Manage and maintain account pipeline and target key accounts
  • Identify, qualify and develop new / creative opportunities through prospecting and networking and understanding the SI and Tenable value proposition
  • Achieve assigned quarterly and annual sales budgets and other regional objectives established by the company
  • Maintain and drive key relationships in the Consultant and System Integrator community, the primary focus is the enterprise market on a global scale, maturing a global program
  • Develop and grow revenues through targeted marketing, sales activities and networking
  • Define and execute territory / account sales plans for assigned territory and then meet and exceed sales goals (quotas) through prospecting, qualifying, designing programs, managing and closing sales opportunities
  • Work closely with our field sales teams to turn leads into opportunities
  • Work closely with marketing, Product Management, Sales Engineering, and Engineering, to allocate the appropriate resources throughout the sales cycle
  • Deliver presentations / demonstrations highlighting the benefits, key features and functions of the Tenable solutions
  • Maintain an understanding of key industry trends and competitive issues and products
  • Practice effective, excellent communication with management, customers and support staff
  • Travel to customer and partner locations as needed in support of sales efforts
  • Provide regular reporting of pipeline and accurate forecasts through salesforce.com
  • What you'll need :

  • 10+ years experience (With 4+ year company track records) selling security software and exceeding quotas
  • Strong working knowledge of SI contracts, compliance regulations and government buying contracts
  • Demonstrated success in working with SIs / Consultants in a sales or business development capacity
  • Experience selling Network Security / Security Analytics / SIEM products, or enterprise-wide security software technologies
  • Experience selling emerging technologies, winning new logos, and building territories
  • Experience with the process of selling to Global 1000 customers
  • Must be willing to travel to customers and prospects globally as needed to achieve our objectives
  • And ideally :

  • Network Security in your DNA
  • Deep working relationships with the Network Security Channel, SIs and Consultants
  • A rolodex and flawless reputation with partners in this territory
  • Strong ethics, self-directed and resourcefulness
  • Ability to thrive in a fast moving, dynamic environment
  • Strong written and verbal communications skills
  • Strong negotiation skills
  • Positive attitude, ambitious, and a passion for building a valuable business
  • Technically savvy with strength in communicating business value
  • Strength in working in small teams as well as independently
  • Expertise in nurturing and building relationships
  • Ability to motivate a highly skilled NetSec Sales team
  • Working knowledge of SF.COM & Microsoft Office Suite
  • 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.

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