Who is Tenable?
Tenable® is the Exposure Management company. 44,000 organizations around the globe rely on Tenable to understand and reduce cyber risk. Our global employees support 65 percent of the Fortune 500, 45 percent of the Global 2000, and large government agencies. Come be part of our journey!
What makes Tenable such a great place to work?
Ask a member of our team and they’ll answer, “Our people!” We work together to build and innovate best-in-class cybersecurity solutions for our customers; all while creating a culture of belonging, respect, and excellence where we can be our best selves. When you’re part of our #OneTenable team, you can expect to partner with some of the most talented and passionate people in the industry, and have the support and resources you need to do work that truly matters. We deliver results that exceed expectations and we win together!
Get to know the Role:
As a Tenable Channel Manager, you won’t just manage partnerships, you will shape the future of Tenable’s partner ecosystem across Germany and Switzerland. We don’t just value the channel, we are 100% committed to a channel-first strategy. This means your work as the Channel Manager is at the absolute centre of our regional growth engine.
This is a high-performance, collaborative team that thrives on winning together, delivering world-class exposure management solutions to organisations across the globe.
To Tenable,
Your Core Responsibilities:
- Own the region: Take ownership of Tenable’s partner ecosystem in Germany and Switzerland, building and executing mutual growth strategies. Build, scale and execute on growth strategies with our partners in region. As well as identify new partners that we can grow.
- Collaborate: We win together, and that requires close collaboration with cross functional teams in and out of region. This is key to your success.
- Empower and enable: Build deep, strategic relationships with resellers, MSSPs, and distributors, transforming them into highly motivated brand champions.
- Own the Pipeline: Build highly accurate quarterly and annual forecasts, utilising sales and marketing metrics to confidently present performance and strategy to the leadership team.
- Lead Business Reviews: Spearhead quarterly business reviews (QBRs) and joint annual planning sessions that align partner goals with Tenable's trajectory.
- High Activity: A key indicator of success is being visible, and being with partners as much as you can.
Opportunity - Why Tenable?
At Tenable, we don’t just value the channel—we are 100% committed to a channel-first strategy. This means the work of the Channel Manager is at the absolute centre of our regional growth engine. This is a high-performance, collaborative team that thrives on winning together, delivering world-class exposure management solutions to organisations across the globe.
- Ownership of Tenable’s largest, most strategic channel partners across Germany and Switzerland.
- Drive Strategic Growth: Develop, implement, and execute high-impact business plans with focus partners to drive increased partner sourced pipeline and bookings.
- Nurture & Expand: Serve as the trusted, executive-level point of contact for Tenable’s largest partners, aligning day-to-day operations with long-term strategic vision.
- Expand the Ecosystem: Strategically identify and recruit high-potential new partners into Tenable’s award-winning partner program to capture untapped market share.
Requirements:
- This role is ideal for a Mid to Senior level Channel Account Manager, a focus in Cyber Security is an added bonus.
- Established, strong channel network with an innate understanding of how to maximise value with resellers, MSSPs, and distributors.
- Documented track record of over achievement and success.
- Operational excellence and world class basics. You understand how to manage, navigate tools like SF.com, Clari, Tableau and use them to articulate your business.
- Sharp business acumen, with a sales mentality and the ability to close deals. Utilising MEDDPIC sales methodology.
- Strong communicator, with an ability to inspire teams, and build relationships.
- Experience with utilising AI tools to improve workflows.
- Proven track record of selling complex, value-based software solutions to partner decision makers both commercially and technically.
Get to know the hiring team
Recruiter: Alla Vardi
Hiring Manager: Guy March
What does the process look like?*
Step 1. Interview with Alla Vardi
Step 2. Interview with Guy March
Step 3: Interview with the Channel team
Step 4:Interview with the Sales Director
Step 5: Case Study/Panel Presentation
* This is an indication of the steps that a successful applicant will take, and should not be seen as an exact representation. We believe in an efficient and effective process, and will do all we can to minimise the number of steps, whilst still maximising the value for each interview step.
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We’re committed to promoting Equal Employment Opportunity (EEO) at Tenable - through all equal employment opportunity laws and regulations at the international, federal, state and local levels. If you need a reasonable accommodation due to a disability during the application or recruiting process, please contact [email protected] for further assistance.
Tenable Data Consent Statement
Tenable is committed to protecting the privacy and security of your personal data. This Notice describes how we collect and use your personal data during and after your working relationship with us, in accordance with the General Data Protection Regulation (“GDPR”). Please click here to review.
For California Residents: The California Consumer Privacy Act (CCPA) requires that Tenable advise you of certain rights related to the collection of your private information. Please click here to review.
Skills Required
- Strong channel network experience with resellers, MSSPs, and distributors
- Documented track record of over achievement and success
- Experience with operational excellence and using business tools like SF.com, Clari, Tableau
- Sharp business acumen and sales mentality
- Strong communication skills and ability to inspire teams
- Experience with AI tools for workflow improvement
- Proven track record of selling complex software solutions
Tenable Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Tenable and has not been reviewed or approved by Tenable.
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Healthcare Strength — Benefits materials highlight comprehensive medical and mental health coverage with family-forming support and gender-affirming care, alongside an Employee Assistance Program. Feedback suggests coverage depth is a core strength of the package.
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Leave & Time Off Breadth — Generous PTO is emphasized, and some teams note additional time-off style perks such as summer Friday hours. Feedback suggests time-away policies are a relative strength.
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Equity Value & Accessibility — RSUs and an Employee Stock Purchase Plan are frequently highlighted alongside base pay. Feedback suggests these equity elements contribute meaningfully to perceived total compensation.
Tenable Insights
What We Do
Tenable®, Inc. is the Cyber Exposure company. Over 30,000 organizations around the globe rely on Tenable to understand and reduce cyber risk. As the creator of Nessus®, Tenable extended its expertise in vulnerabilities to deliver the world’s first platform to see and secure any digital asset on any computing platform. Tenable customers include more than 50 percent of the Fortune 500, more than 30 percent of the Global 2000 and large government agencies. Learn more at www.tenable.com.
