Channel Sales Manager - job 1 of 2

The Channel Sales Manager at Tenable is responsible for managing relationships with named Channel Partners, defining and implementing strategies, recruiting new partners, and serving as the primary point of contact for partner-related activities. This role also includes creating and presenting quarterly reports, overseeing legal negotiations for partner agreements, and collaborating with marketing on lead generation campaigns, all aimed at driving sales success across Tenable's product lines.

To qualify for the Channel Sales Manager position at Tenable, candidates should have at least 8 years of experience in managing channel partners related to technology sales and possess a college degree. Experience with one and two-tier channel models, familiarity with network security, and comfort working with C-level executives are highly preferred. A proven track record of success is essential for this role.

The Channel Sales Manager contributes to Tenable's growth by establishing and nurturing strategic partnerships, executing targeted recruitment strategies, and effectively collaborating with sales teams to drive channel sales. By creating engagement plans and contributing to lead generation efforts, the CSM plays a crucial role in expanding Tenable's market presence and achieving revenue goals.

The work environment for a Channel Sales Manager at Tenable is collaborative and supportive, with a strong emphasis on teamwork as part of the #OneTenable culture. Although the position is remote based in Sweden, you will have access to resources and support essential for success in your role. Tenable fosters a culture of belonging and respect, making it an excellent place for professionals seeking to make impactful contributions in the cybersecurity field.

Tenable offers various opportunities for professional development to its Channel Sales Managers, including access to regular training sessions, workshops, and conferences. The company encourages ongoing learning in the cybersecurity landscape and provides resources to enhance skills in channel management and partner engagement strategies, ensuring employees remain competitive and adept in their roles.

To build effective relationships with Channel Partners at Tenable, I would focus on understanding each partner's unique business model, customizing engagement plans, and maintaining open lines of communication. Regular check-ins and collaboration on marketing initiatives can strengthen these relationships.

Certainly! In a previous role, I managed a partnership that faced communication issues. I initiated regular updates and targeted trainings to align goals, which improved our collaboration and resulted in a significant uplift in sales, demonstrating my commitment to partner success.

Recruiting new Channel Partners begins with market analysis to identify potential partners' strengths. I would then craft a tailored value proposition that highlights the benefits of partnership with Tenable, followed by strategic outreach and relationship-building efforts.

Accurate sales forecasting involves analyzing historical data, understanding market trends, and regularly consulting with my team and partners to gather insights. I use this information to create realistic projections and update them as new data comes in.

Handling conflicts with partners requires diplomacy and active listening. I ensure that I understand their viewpoints, facilitate open discussions to find common ground, and strive to create a solution that addresses both parties' concerns.

Data plays a crucial role in my decision-making by providing insights into partner performance, market trends, and customer feedback. I regularly utilize analytics to guide strategies, adapt plans, and optimize partner relationships to achieve better sales outcomes.

Prioritizing tasks involves assessing urgency and impact. I create daily and weekly plans while remaining flexible to address unexpected challenges. Utilizing time management tools helps me maintain focus on high-impact activities, ensuring I meet the demands of the role.

I have extensive experience with lead generation strategies, including digital marketing campaigns, partner referral programs, and targeted outreach initiatives. Collaborating closely with the marketing team ensures our efforts align with overall business goals and effectively engage the target audience.

I am motivated by the challenge of building successful partnerships and the tangible impact I can make on both partner growth and company revenue. Achieving and exceeding targets drives my passion for channel sales while fostering collaborative, growth-oriented relationships.

Staying updated in the network security field involves continuous learning through industry publications, attending relevant conferences, and networking with professionals. I prioritize these efforts to ensure I have current knowledge that can benefit my role as a Channel Sales Manager at Tenable.