Senior Manager, Commercial Sales

Tenable•Columbia, MD

7d•Hybrid

About The Position

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! Your Role: The Senior Manager, Sales is responsible for leading a sales team of highly skilled, seasoned sales individuals. The Senior Manager, Sales 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. Your Opportunity: Accurately manage, inspect and report in a predictable manner on all aspects of pipeline development and forecasts for the region Managing a Team of 10 Commercial Territory Managers 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 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 Responsible for an annual revenue quota of software and services with significant growth in subsequent years May perform other duties and responsibilities that management may deem necessary from time to time Obsessed with consistent 1-on-1s, real-time call coaching, and actionable feedback that focuses on skill-building rather than just "checking the numbers." Passionate about codifying winning behaviors into repeatable processes, scripts, and strategies that elevate the entire team’s performance. Brings a "find a way" attitude to market challenges, maintaining team morale through the inevitable ups and downs of a sales cycle. Treats the commercial business like their own, showing a proactive hunger to identify new revenue streams or process improvements without being asked.

Requirements

5+ years of Manager-level management experience of direct reports in a fast paced, highly competitive, ever-changing sales environment
Min 6 years experience selling Security Products: Vulnerability Management, Continuous Monitoring, IDS/IPS, SIEM, DLP, Compliance, Encryption, access Management, Authentication, etc.
Strong knowledge and understanding on 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
Ability to sit and work at a computer for extended periods of time
Some travel may be required

Responsibilities

Accurately manage, inspect and report in a predictable manner on all aspects of pipeline development and forecasts for the region
Managing a Team of 10 Commercial Territory Managers
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 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
Responsible for an annual revenue quota of software and services with significant growth in subsequent years
May perform other duties and responsibilities that management may deem necessary from time to time
Obsessed with consistent 1-on-1s, real-time call coaching, and actionable feedback that focuses on skill-building rather than just "checking the numbers."
Passionate about codifying winning behaviors into repeatable processes, scripts, and strategies that elevate the entire team’s performance.
Brings a "find a way" attitude to market challenges, maintaining team morale through the inevitable ups and downs of a sales cycle.
Treats the commercial business like their own, showing a proactive hunger to identify new revenue streams or process improvements without being asked.