Federal Channel Sales Manager

Tenable•Columbia, MD

7d•Hybrid

About The Position

Tenable is the Exposure Management company, relied upon by 44,000 organizations globally 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. We foster a culture of belonging, respect, and excellence, where employees partner with talented and passionate individuals to build and innovate best-in-class cybersecurity solutions. As the Federal Channel Sales Manager, you will be the strategic architect of our partner ecosystem within the Federal sector. This high-impact role involves cultivating and leading relationships with key Channel Partners, acting 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 product portfolio.

Requirements

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 partners.
Documented track record of success.
Experience and comfort level working with C-level executives.
50% Domestic travel is a requirement of this position.

Nice To Haves

Familiarity with the cyber security marketplace strongly preferred.

Responsibilities

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.