Services Account Manager

Tenable, Inc.•New York, NY

19h•Remote

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: As a Professional Services Account Manager (SAM), you act as the strategic architect of client success. In this overlay role, you will partner with the Account Team to identify, investigate, and define high-impact professional services proposals. Your mission is to translate complex client needs into clear, actionable scopes of work and contractual documentation. Whether in a pre-sales or post-sales capacity, you are the bridge that ensures our services align with client goals and lead to long-term success. Your Opportunity: Drive Revenue: Consistently meet or exceed quarterly and annual service sales booking targets. Territory Planning: Partner with sales teams to build and execute measurable territory plans that secure long-term growth. Forecasting Excellence: Maintain accurate business forecasts to assist Resource Management (RMO) and Delivery teams in capacity planning. Exposure Management Vision: Architect "Exposure" strategies that move beyond simple scanning, showing clients how Tenable One integrates cloud, identity, and assets into a unified risk profile. Technical Blueprinting: Design clear technical roadmaps that illustrate how Tenable solutions integrate seamlessly into a client's specific network environment. Value Mapping: Align Tenable’s service offerings with client business requirements to ensure maximum ROI and objective achievement. Document Crafting: Lead the creation of professional Proposals, Statements of Work (SOWs), and Change Orders. Cross-Functional Collaboration: Navigate negotiations by collaborating with Legal, Operations, and Sales to finalize MSAs and secure Purchase Orders. Executive Partnership: Act as a trusted advisor for client executives, working with Customer Success to drive service expansion and cross-selling. Internal Enablement: Empower Sales Managers, Engineers, and CSMs by coaching them on the value and capabilities of our Professional Services. Resource Alignment: Collaborate with Delivery and Partner Managers to identify the best internal or partner resources for every project. Support additional activities as needed to ensure the success of the Professional Services team and overall organization.

Requirements

Industry Tenure: 8+ years in IT or Cybersecurity, with at least 5 years in a sales or services-related role.
Proven Track Record: A documented history of achieving or exceeding sales targets, ideally within the professional services sector.
Technical Literacy: Deep knowledge of enterprise network security, cloud architecture (and on-premise equivalents), and cutting-edge infrastructure.
Strategic Communication: Ability to lead executive-level discussions and simplify complex security models into business-value conversations.
Documentation Mastery: Expert-level skill in developing commercial and technical paperwork, including proposals and client presentations.
Project Mindset: Strong skills in issue tracking, triaging, and escalation management to ensure project timelines are met.
Education: Bachelor’s degree in an IT-related field or equivalent professional experience.
Compliance Knowledge: Familiarity with information security frameworks and industry best practices.
Mobility: Willingness to travel to client sites up to 50%, covering both local and extended territories.
Attitude: A "hands-on" contributor who is comfortable moving between high-level strategy and tactical execution.
Applicants must be authorized to work for any employer in the U.S. We are unable to provide sponsorship for work visas of any kind at the time of hire, or at any point during employment.

Responsibilities

Drive Revenue: Consistently meet or exceed quarterly and annual service sales booking targets.
Territory Planning: Partner with sales teams to build and execute measurable territory plans that secure long-term growth.
Forecasting Excellence: Maintain accurate business forecasts to assist Resource Management (RMO) and Delivery teams in capacity planning.
Exposure Management Vision: Architect "Exposure" strategies that move beyond simple scanning, showing clients how Tenable One integrates cloud, identity, and assets into a unified risk profile.
Technical Blueprinting: Design clear technical roadmaps that illustrate how Tenable solutions integrate seamlessly into a client's specific network environment.
Value Mapping: Align Tenable’s service offerings with client business requirements to ensure maximum ROI and objective achievement.
Document Crafting: Lead the creation of professional Proposals, Statements of Work (SOWs), and Change Orders.
Cross-Functional Collaboration: Navigate negotiations by collaborating with Legal, Operations, and Sales to finalize MSAs and secure Purchase Orders.
Executive Partnership: Act as a trusted advisor for client executives, working with Customer Success to drive service expansion and cross-selling.
Internal Enablement: Empower Sales Managers, Engineers, and CSMs by coaching them on the value and capabilities of our Professional Services.
Resource Alignment: Collaborate with Delivery and Partner Managers to identify the best internal or partner resources for every project.
Support additional activities as needed to ensure the success of the Professional Services team and overall organization.