Channel Sales Manager - CDW

As a National Channel Sales Manager - CDW at Tenable, you will be responsible for driving the strategy for our partnership with CDW. This includes serving as the primary contact for all activities related to the partnership, managing relationships with various stakeholders within both organizations, and implementing marketing initiatives that support sales activities. You will also oversee performance metrics and ensure that annual quotas are achieved.

To be considered for the National Channel Sales Manager - CDW role at Tenable, candidates should have over 8 years of experience in managing technology sales channel partners, particularly with an emphasis on working with CDW. Proven experience in solution selling SaaS products and a successful track record in the technology sector is essential. Additionally, strong skills in working with C-level executives and familiarity with the software security industry greatly enhance a candidate's profile.

The National Channel Sales Manager - CDW role at Tenable is completely remote, which allows for flexible working arrangements. While the position is based out of Chicago, it requires some domestic travel to foster relationships with partners and support sales initiatives. This flexibility ensures you can effectively manage responsibilities while enjoying work-life balance.

In the National Channel Sales Manager - CDW position at Tenable, you'll be tracking key performance metrics against quotas, pipeline development, and overall sales activity. Establishing effective metrics is crucial to gauge success and performance and help drive the partnership’s growth and engagement levels.

As a National Channel Sales Manager - CDW at Tenable, you'll enjoy a competitive salary ranging from $113,000 to $151,000, along with variable compensation based on company and individual performance. Additionally, we offer comprehensive benefits including medical, dental, vision insurance, a 401(k) with company match, education assistance, paid time off, and various wellness programs, ensuring comprehensive support for you and your family.

When answering this question, focus on specific examples of channel partners you have managed, detailing your responsibilities and the strategies you used to drive sales. Highlight your success in achieving quotas and developing strong relationships, particularly in technology-focused markets.

Discuss your approach to relationship management, emphasizing communication, trust-building, and strategic alignment. You might mention specific methods such as regular check-ins, joint planning sessions, and leveraging the strengths of both organizations for mutual benefit.

Explain the tools and software you use for tracking metrics, as well as the types of KPIs you monitor. Share your methods for analyzing data to inform strategy, focusing on how you adapt initiatives based on performance outcomes.

Highlight any previous roles where you sold SaaS solutions, detailing how that experience has provided insight into customer needs and market dynamics. Discuss how you utilize that understanding to tailor your sales tactics and enhance value propositions.

Provide a clear case example where you partnered with a marketing team and describe the initiative, your role, the execution process, and the results. Be sure to underscore how it impacted sales or enhanced the partnership.

Share your experiences with presenting to high-level executives, focusing on your preparation strategies and how you adapt your message to engage with this audience effectively. Mention any successful outcomes or feedback you've received in the process.

Discuss your approach to understanding your partners' business objectives and aligning your strategies with theirs. Mention techniques such as setting collaborative goals, regular updates, and mutual assessments to ensure both parties are on track.

Detail a specific challenge you encountered in channel sales management and the steps you took to address it. Focus on problem-solving skills and your ability to adapt to changing circumstances while driving positive results.

Reflect on personal motivations, such as the success of closing deals, building strong partnerships, and achieving ambitious quotas. Share how these motivations drive your performance and commitment in a role like the National Channel Sales Manager.

This is your chance to express your enthusiasm for cybersecurity and your alignment with Tenable's values. Discuss the company's reputation in the industry, its team culture, and how your career goals match the mission of Tenable, showing that you are genuinely interested and invested in being part of the team.