Commercial Territory Manager

Tenable•Columbia, MA

About The Position

Tenable is seeking a dynamic, assertive Commercial Territory Manager to drive growth and expand the company’s market presence. The role develops and executes sales strategies for an assigned geographical territory, identifies new business opportunities, explains Tenable’s cybersecurity products, and drives deals to closure. The manager also maintains sales forecasts, reviews market and competitor trends, presents territory reviews, and reports sales activities and results to the Sales Director. Compensation follows a 50/50 plan, with half of earnings from base salary and half from commission. On-target earnings range from $115,000 to $150,000 annually when sales targets are achieved.

Requirements

At least 2 years of technology sales experience.
Proven track record of meeting and exceeding revenue targets.
Proficiency in prospecting, territory management, and closing deals.
Ability to accurately forecast sales activity monthly and quarterly.
Exceptional verbal and written communication skills and strong presentation abilities.
Ability to explain complex technical concepts to diverse audiences.
Attention to detail and ability to prioritize tasks and meet deadlines.
Strong organizational skills to manage multiple accounts and opportunities.
Solid understanding of cybersecurity principles.
Proficiency with CRM systems such as Salesforce and NetSuite, and Microsoft Office products.
Ability to manage a client base and build and maintain relationships.
Customer focus, professionalism, strong people skills, and motivation for sales.
Assertiveness, drive to close deals and achieve results, and comfort making quick decisions and taking calculated risks.

Nice To Haves

Previous experience selling services in support of technology or software products is highly desirable.

Responsibilities

Develop and execute territory sales strategies to penetrate and expand the customer base.
Analyze market data to identify high-potential prospects and tailor sales approaches.
Research and pursue new business opportunities, including through outbound cold calling.
Build rapport with prospective clients, understand their cybersecurity challenges, and position Tenable solutions.
Provide technical information about products and deliver Webex presentations and product demonstrations tailored to customer needs.
Prepare accurate, competitive quotes aligned with client requirements.
Maintain accurate monthly and quarterly sales forecasts.
Assess and summarize competitor information and market trends to identify opportunities and threats.
Present quarterly territory reviews and develop strategic plans for the upcoming quarter.
Stay current on product developments and industry trends through ongoing education.
Drive new business deals to closure in alignment with company objectives and meet annual revenue responsibilities.
Prepare and submit detailed sales activity and results reports to the Sales Director.
Perform additional duties and responsibilities as deemed necessary by management.