Enterprise Territory Manager

The Enterprise Territory Manager at Tenable is tasked with establishing and developing business relationships through new and existing clients in Toronto. Key responsibilities include maintaining client relationships, identifying new opportunities via prospecting and networking, managing a territory's sales pipeline, and achieving set sales quotas and forecasts.

To be successful as an Enterprise Territory Manager at Tenable, candidates should possess a Bachelor’s Degree along with 5-7 years of relevant sales experience. Strong oral and written communication skills, the ability to use sales tracking tools, and a consultative selling style are also essential for this role.

At Tenable, we prioritize a culture of belonging, respect, and excellence. The supportive environment fosters collaboration among talented professionals, ensuring that Enterprise Territory Managers have access to resources and support to achieve their goals and drive results that exceed expectations.

The sales strategy for the Enterprise Territory Manager involves maintaining a robust client base while leveraging regional marketing efforts and direct sales activities. You'll be responsible for identifying key accounts in your territory and developing new opportunities through effective networking and relationship building.

As an Enterprise Territory Manager at Tenable, you will utilize sales tracking tools to manage your pipeline and forecast sales effectively. Staying updated with industry trends and competitive intelligence is also crucial for informing your sales strategies and communicating effectively with clients.

When answering this question, detail your past roles in sales where you successfully developed business relationships and achieved targets. Highlight the strategies you used for prospecting and how you maintained effective communication with clients.

Share specific networking strategies that have worked for you in the past, such as attending industry events or leveraging professional social networks. Provide examples of how these methods led to successful client relationships.

Mention any specific sales tracking tools you've utilized and discuss how they have aided your organization of leads and client follow-ups. Explain how data analysis from these tools has influenced your sales strategies.

Provide a specific example when you surpassed your sales goals, including quantifiable metrics. Discuss the strategies, teamwork, and personal initiatives that you employed to achieve this remarkable success.

Discuss your approach to objection handling by emphasizing active listening and empathy. Provide a scenario where you successfully turned a client’s objections into an opportunity, reinforcing your problem-solving skills.

Demonstrate your knowledge about Tenable by discussing your understanding of its products, mission, and industry position. Convey enthusiasm for how you align with its commitment to reducing cyber risk for organizations.

Explain your criteria for prioritizing leads in your sales pipeline, focusing on metrics such as potential revenue, client engagement, and alignment with your business goals. Share any past experiences that highlight your prioritization skills.

Describe how collaboration with sales representatives and engineers enhances your sales efforts. Provide an example of a successful team project that underscores your ability to work well with others.

Discuss your habits for keeping abreast of industry developments, such as attending conferences, subscribing to relevant publications, or leveraging market research. Explain how this information informs your sales tactics.

Outline your professional aspirations that align with the role of an Enterprise Territory Manager, focusing on growth within the cybersecurity field and how you plan to develop your skills and contribute to Tenable's success.