Channel Sales Manager - CDW & Insight

The Channel Sales Manager at Tenable is responsible for managing key partnerships with CDW and Insight, driving sales strategy, developing marketing programs, and enabling partner sales teams. This role acts as a vital liaison between Tenable and our partners, ensuring successful execution of sales initiatives and partnership goals.

To be considered for the Channel Sales Manager position at Tenable, candidates should have a minimum of 8 years of experience managing channel partners in technology sales. Familiarity with CDW and Insight is essential, along with a proven track record in SaaS solutions and strong relationship management skills, particularly with C-level executives.

Success for the Channel Sales Manager at Tenable is defined by the ability to drive revenue growth through strategic partnerships, achieving assigned quotas, and fostering strong relationships with both internal and partner stakeholders. Tracking key metrics against goals and aligning efforts across various departments is also crucial.

The culture at Tenable is one of collaboration and innovation. As a Channel Sales Manager, you will work with some of the most talented professionals in the industry while contributing to a supportive environment where creativity, respect, and excellence are valued, enabling everyone to perform at their best.

Tenable offers a comprehensive benefits package for the Channel Sales Manager, which includes competitive medical, dental, and vision insurance, a 401(k) with company match, education assistance, flexible spending accounts, generous paid time off, and opportunities for performance-based bonuses, fostering a work-life balance.

To craft a successful channel sales strategy, understand the specific needs and strengths of each partner. Analyze market trends and align those insights with Tenable's offerings to create tailored initiatives that benefit both parties. Clear communication and regular alignment meetings are key.

Discuss your previous roles and the specific strategies you implemented to foster growth within similar partnerships. Highlight your ability to navigate complex relationship dynamics and provide examples of successful campaigns or initiatives that drove sales.

Enabling partner sales teams requires thorough training and continuous support. Outline a plan that includes product training sessions, providing marketing resources, and regular check-ins to ensure the team is equipped with the necessary knowledge and tools to sell Tenable’s solutions effectively.

Detail a system you've used to track sales metrics—this could include Salesforce or other CRM tools. Explain how you used this data to drive decisions, manage pipelines, and adjust strategies to meet sales goals.

Essential skills include relationship-building, strategic thinking, collaborative spirit, and strong analytical abilities. These allow a Channel Sales Manager to successfully engage with partners and align their efforts with Tenable’s objectives.

Maintaining relationships with C-level executives involves regular communication, understanding their business goals, and ensuring that Tenable’s solutions align with those goals. Sharing valuable insights and facilitating connections across departments can also strengthen these relationships.

Familiarity with software security enables you to understand the specific needs of partners like CDW and Insight, assisting you to better tailor your approach and solutions. This is critical in positioning Tenable’s offerings effectively against competitors.

Focus on metrics such as revenue growth from the partnership, quota attainment, partner engagement levels, and the effectiveness of joint marketing efforts. Each provides vital insight into the health and success of your partnership strategy.

Address challenges head-on by fostering open dialogue with partners. Encourage collaborative problem-solving and ensure that both parties feel valued. Building trust through transparency can also prevent conflicts from escalating.

I find motivation in driving success not only for myself but also for my partners and the company. The dynamic nature of channel sales, along with the opportunity to build lasting relationships and create impactful strategies, fuels my passion for this role.