Who is Tenable?
Tenable® is the Exposure Management company. Over 40,000 organizations around the globe rely on Tenable to understand and reduce cyber risk. Our global employees support 65 percent of the Fortune 500, 50 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!
Your Role:
As the Federal Channel Sales Manager, you will be the strategic architect of our partner ecosystem within the Federal sector. In this high-impact role, you will cultivate and lead relationships with key Channel Partners, serving as a vital sales liaison between distributors, focused partners, and the Tenable sales organization. You will be instrumental in driving growth and supporting sales initiatives across Tenable’s entire industry-leading product portfolio.
Your Opportunity:
- Develop and execute a comprehensive channel strategy to maximize market penetration with key partners.
- Identify, recruit, and onboard high-potential strategic partners specifically within the Federal marketplace.
- Act as the primary point of contact for focused Channel Partners, ensuring seamless communication and operational excellence.
- Prepare and present insightful quarterly business reviews to the VP of Channels, Americas, and senior leadership.
- Lead the negotiation of legal and commercial agreements for named partner recruitment and ongoing management.
- Deliver precise quarterly and annual sales forecasts along with actionable strategic growth plans.
- Strategically manage Federal contracts to ensure Tenable solutions are prominently featured on key partner contract vehicles.
- Build and nurture robust engagement plans between focused Channel Partners and Tenable’s regional sales teams.
- Champion partner success by driving sales enablement and technical certification programs.
- Partner with the Marketing team to design and execute high-impact lead generation campaigns to fuel pipeline growth.
- Collaborate with program managers to provide feedback and drive enhancements to partner tools and digital interfaces.
What You'll Need:
- A minimum of 8+ years of experience managing Federal Channel Partners in relation to technology sales.
- Experience working with one and two tier channel models.
- Experience working with both national and regional Channel partner.
- Documented track record of success.
- Experience and comfort level working with C-level executives.
- 50% Domestic travel is a requirement of this position.
And Ideally:
- Familiarity with the cyber security marketplace strongly preferred.
#LI-Hybrid
#LI-MS1
This is the base pay range for this position. Compensation for the role will depend on a number of factors, including the candidate's qualifications, skills, competencies, location and experience, and may fall outside of the range shown. Employees are also eligible for variable compensation in addition to base pay (commission for sales roles, bonus for non-sales roles), depending on company and individual performance. Tenable also offers a variety of comprehensive and competitive benefits which include: medical, dental, vision, disability and life insurance; 401(k) retirement savings with company match; an employee stock purchase plan; an employee referral program; flexible spending accounts; an Employee Assistance Program (EAP); education assistance; parental leave; paid time off (PTO); company-paid holidays; health and wellness events; and community programs.
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
- 8+ years managing Federal Channel Partners in technology sales
- Experience with one- and two-tier channel models
- Experience working with national and regional channel partners
- Documented track record of sales success
- Experience engaging with C-level executives
- Willingness to travel domestically up to 50%
- Familiarity with the cybersecurity marketplace
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.
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