Director, Regional Sales - Central

Tenable•Detroit, MI

2d•Remote

About The Position

Tenable is seeking a Regional Sales Director responsible for leading a regional sales team of highly skilled, seasoned sales individuals. The Regional Sales Director will map the course, develop the vision and implement annual plans and is accountable for delivering measurable results that achieves and exceeds revenue and margin targets. This role involves splitting time between managing a team and customer interfacing calls, working closely with new and established channel partners to generate new business opportunities, developing a go-to-market plan for the specific region, and leading negotiations for large complex deals. The Director will also work closely with leadership from other functions such as Sales Engineering, Channel, finance, legal, R&D and marketing to ensure efficient alignment to regional activities and to enable optimum sales performance. Additionally, the role has direct sales responsibility for accounts in the region and attaining revenue goals for new product sales, initiating and maintaining contact with team members, prospects, clients, and partners within the assigned territory, and developing recommendations for growth and key target accounts. A complete knowledge of Tenable’s products is essential.

Requirements

10+ years of Director-level management experience of direct reports in a fast paced, highly competitive, ever-changing sales environment
Minimum 6 years’ experience selling Security Products: Vulnerability Management, Continuous Monitoring, IDS/IPS, SIEM, DLP, Compliance, Encryption, access Management, Authentication, etc.
Strong knowledge and understanding of how to sell multi-product software solutions
Minimum of 8+ years in quota carrying sales role with demonstrated success
Extensive experience negotiating large complex deals with extremely complex terms, conditions, price pressures and considerations
Proven track record working with channel and technology partners to build strategic and cooperative sales campaigns together
History of coordination within an internal set of multi-functional teams such as Sales Engineers, Inside Reps, Field Marketing, Professional Services, and Channel Management to ensure target quotas as achieved and exceeded
Reference-able domain expertise of the Southeast US Region, accounts, decision makers and channel partners

Responsibilities

Act as the front line manager to recruit the direct sales management team and ensure, in turn, that these managers effectively recruit, hire, develop, and manage a tiered sales team
Accurately manage, inspect and report in a predictable manner on all aspects of pipeline development and forecasts for the region
Split time 50/50 between managing a team and customer interfacing calls
Works closely with new as well as established channel partners to generate new business opportunities
Develop go to market plan for the specific region
Lead negotiations for large complex deals
Work closely with leadership for other functions such as Sales Engineering, Channel, finance, legal, R&D and marketing to ensure efficient alignment to regional activities and to enable optimum sales performance
Direct sales responsibility for accounts in region and attain revenue goal for new product sales
Initiate, establish and maintain contact with team members, prospects, clients, and partners within assigned territory
Develop recommendations for growth, opportunities for growth, and key target accounts in the assigned territory
Develop and maintain a complete knowledge of Tenable’s products