Commercial Territory Manager - job 1 of 2

As a Commercial Territory Manager at Tenable, your key responsibilities include developing new sales opportunities within your specific geographical territory, strategically managing your business operations, and partnering with channel partners to create joint plans. You’ll also focus on exceeding quarterly sales quotas by utilizing Tenable’s unique sales methodologies and building strong relationships with customers and partners alike.

To apply for the Commercial Territory Manager position at Tenable, candidates should have a minimum of 2 years of inside sales experience, preferably in the commercial or mid-market space. Experience in selling security, SaaS, or software products is required, along with a strong track record of exceeding sales quotas. Ideally, candidates will also possess a bachelor's degree and proficiency in Salesforce and Tableau.

At Tenable, we pride ourselves on fostering a culture where our employees feel valued and respected. As a Commercial Territory Manager, you’ll enjoy working alongside passionate individuals who are committed to delivering best-in-class cybersecurity solutions. With a focus on collaboration, personal growth, and a sense of belonging, Tenable stands out as a place where you can thrive both professionally and personally.

Succeeding as a Commercial Territory Manager at Tenable involves a proactive approach to identifying and nurturing new sales opportunities. Candidates should focus on understanding customer pain points and effectively communicating Tenable’s unique value. Additionally, collaborating closely with channel partners and leveraging strategic sales methodologies will be vital for exceeding sales targets and ensuring long-lasting relationships.

Tenable seeks individuals with at least 2 years of sales experience in the inside selling space, specifically within the commercial or mid-market sectors. Those with a background in selling cybersecurity solutions, SaaS, or software products will find their experience particularly relevant. Familiarity with the Atlantic Canada market is also highly beneficial for this role.

To identify new sales opportunities effectively, I would start with thorough market research to understand the territory's nuances, including industry trends and customer pain points. Networking with industry contacts and leveraging channel partners will be key, as they often have insights into unmet needs. Building strong relationships and actively listening to prospects will help uncover potential opportunities.

To close a sales deal, I prioritize understanding the client's requirements thoroughly and aligning Tenable's solutions with those needs. I would present tailored product demonstrations that highlight our unique value propositions and address their specific pain points. Addressing objections promptly and reassuring clients of ongoing support plays an important role in driving the deal forward.

Absolutely! In my previous roles, I've worked closely with channel partners to develop joint strategies and marketing campaigns. I believe in fostering collaborative relationships, where we both understand each other's goals and create mutual success. Engaging partners early in the sales process helps in identifying opportunities and maximizing resources effectively.

Handling rejection is part of sales, and I see it as a learning opportunity. I would take the time to follow up with the potential client to understand their reasons for not moving forward. This feedback can provide valuable insights that can help refine my approach or enhance Tenable’s offerings for future prospects.

I track several key sales metrics, including quota attainment, sales pipeline growth, customer engagement rates, and lead conversion rates. These metrics are crucial in evaluating my performance, understanding the effectiveness of my strategies, and identifying areas for improvement. They provide objective data that informs my approach and ultimately drives better results.

I prioritize accounts based on their potential revenue, engagement history, and alignment with our offerings. I develop a strategic plan that allows me to manage my territory efficiently while ensuring I dedicate time to nurture high-potential leads. Regular reviews of my accounts help me stay agile and responsive to changes in the market or client needs.

Communication is at the core of my sales approach. I ensure to establish clear, open lines of communication with prospects and clients. This not only helps build trust but also ensures that I am responsive to their needs and concerns. Active listening is equally important, as it enables me to identify needs and tailor my solutions effectively.

One notable success was when I secured a large contract with a hesitant client. I took the time to understand their concerns, tailored a solution that directly addressed their pain points, and organized a series of meetings to build trust. Ultimately, my persistence and personalization led to a successful close, and that account turned into a long-term relationship.

I stay updated with industry trends by subscribing to relevant publications and joining professional sales and cybersecurity groups. Attending conferences, webinars, and engaging with peers in the industry also plays a crucial role. Continuous learning is vital in a rapidly evolving field like cybersecurity, and I view it as essential for my success as a Commercial Territory Manager.

I’m drawn to Tenable because of its reputation as a leader in cybersecurity solutions and the commitment to innovation and excellence. The company’s culture resonates with my values of collaboration and growth. I’m excited by the opportunity to contribute to an organization that is not only helping clients manage risk but also fostering an environment where employees can thrive.