Senior Commercial Territory Manager - job 1 of 2

As a Senior Commercial Territory Manager at Tenable, you will focus on identifying and developing new sales opportunities within your territory. You'll be tasked with selling Tenable’s cybersecurity solutions to key decision-makers, managing your sales pipeline, and collaborating with channel partners to ensure that customer pain points are effectively addressed. Your role will also involve strategic planning to exceed sales quotas and engage in joint marketing efforts.

To qualify for the Senior Commercial Territory Manager role at Tenable, candidates should have a minimum of 2 years of inside sales experience in the commercial or mid-market space. Expertise in selling security, SaaS, or software products is a must. Ideal candidates also possess strong phone communication skills, a track record of exceeding quotas, and experience with channel partnership strategies. A Bachelor’s Degree and familiarity with tools like Salesforce and Tableau are advantageous.

The sales process for a Senior Commercial Territory Manager at Tenable involves systematically identifying potential leads, researching their needs, and positioning Tenable’s unique value proposition to them. You will engage with decision-makers, engage with channel partners, and develop joint plans to approach potential customers. Effective planning and strategic execution are critical for successfully nurturing leads to closure.

Tenable supports Senior Commercial Territory Managers by providing a wealth of resources such as market insights, training, and access to innovative cybersecurity products. You'll work closely with Sales Engineers to deliver business and technical value to customers, and the culture at Tenable encourages collaboration and knowledge-sharing, which can significantly boost your sales efforts.

Tenable offers exciting opportunities for advancement for Senior Commercial Territory Managers. You’ll be encouraged to oversee your professional development, whether you're aiming for field sales, management, or operations roles. The company fosters a culture of growth and innovation, allowing you to explore diverse pathways within the organization as you build a successful career.

When discussing your sales experience, focus on specific achievements, including how you met or exceeded quotas, the types of products you sold, and your strategies for building relationships with clients. Highlight any experience in the cybersecurity or SaaS domain to align with Tenable's focus.

In your response, discuss techniques such as leveraging market research, utilizing CRM tools for tracking and managing leads, and engaging in networking through industry events or social media platforms. Emphasize your proactive approach to prospecting and your ability to tailor strategies to specific markets.

Share methods for effective communication and collaboration with channel partners, including regular check-ins, joint planning sessions, and feedback loops. Discuss the importance of trust and mutual benefit in these relationships and provide examples of how this has worked in your previous roles.

Here, structure your answer to describe the situation, the challenges you faced, the steps you took to overcome them, and the final outcome. Focus on your problem-solving skills and persistence in achieving positive results.

Explain your approach to managing your sales pipeline, such as using CRM software for organization, setting priorities based on deal size and timelines, and regularly reviewing your progress against quotas. Illustrate your time management skills and ability to adjust your strategy based on evolving circumstances.

Discuss your passion for the cybersecurity field and how the importance of protecting organizations from cyber threats drives your sales efforts. Share personal anecdotes about what has motivated you in past roles and how you strive to achieve your goals.

Detail your negotiation techniques, such as understanding client needs, focusing on value rather than just price, and finding win-win solutions. Provide an example of a successful negotiation that reflects your skills and approach.

This is your chance to express your enthusiasm for Tenable’s mission and culture. Talk about your admiration for their innovative cybersecurity solutions and how your values align with those of the company, emphasizing your eagerness to contribute to a team dedicated to making a significant impact.

Share various prospecting methods such as cold calling, emailing, networking, and social selling, along with how you tailor your approach based on research and understanding of the target market to maximize effectiveness.

Outline your process for addressing objections, such as actively listening, validating concerns, presenting evidence or solutions, and working collaboratively with the client to find a path forward. Stress the importance of maintaining a positive and open dialogue throughout.