Channel Account Manager

📋 Description

• • Own the end-to-end success of Tenable’s most strategic channel partners across North America, acting as the single point of accountability for revenue growth, enablement, and long-term relationship health.
• • Build and execute quarterly business plans with each assigned partner that include joint pipeline targets, marketing campaigns, technical certifications, and co-sell motions—translating Tenable’s Exposure Management vision into measurable partner outcomes.
• • Drive 30%+ year-over-year bookings growth from the channel by identifying whitespace opportunities, negotiating tier incentives, and launching new service offerings that expand Tenable’s footprint inside mid-market and enterprise accounts.
• • Orchestrate cross-functional teams spanning sales engineering, marketing, professional services, and renewals to ensure partners are equipped with the right demos, battle cards, pricing tools, and success stories to win deals against legacy vulnerability-management vendors.
• • Run weekly pipeline councils with distributor and reseller leaders, using CRM data to spot stalled deals, remove blockers, and accelerate multi-year subscription contracts that protect customers from ransomware, cloud misconfigurations, and OT exposures.
• • Design and deliver high-impact enablement sessions—both virtual and in-person—that move partners from basic product knowledge to consultative selling, including hands-on labs for Tenable.io, Tenable.ep, and Tenable.ot so that partner SEs can run compelling proof-of-value engagements.
• • Negotiate MDF allocations, market development funds, and co-op budgets that fuel joint demand-generation campaigns such as cybersecurity roadshows, executive roundtables, and digital ABM programs targeting CISOs and security architects.
• • Serve as the voice of the channel back to Tenable product management, packaging field feedback on pricing, packaging, and roadmap priorities to influence quarterly releases that keep partners competitive and customers delighted.
• • Track and report on key metrics including partner-sourced pipeline, win rate, average selling price, renewal attach rate, and NPS; present findings to senior leadership and iterate programs that continuously raise the bar for partner performance.
• • Champion Tenable’s culture of “One Tenable” by mentoring new hires, sharing best practices across regions, and contributing to the global partner playbook that scales our indirect go-to-market engine worldwide.
• • Travel up to 25% for partner summits, customer briefings at Tenable’s Columbia HQ, and regional cybersecurity conferences where you will evangelize the Exposure Management category and showcase partner success stories.
• • Stay ahead of industry trends—zero trust, cloud-native application protection, identity exposure, and OT/IoT security—so that you can position Tenable as the strategic platform of choice and guide partners through evolving buyer priorities.
• • Collaborate with legal and finance to structure creative deal constructs such as subscription ramps, enterprise license agreements, and multi-product bundles that maximize partner profitability while aligning to Tenable’s fiscal objectives.
• • Maintain pristine Salesforce hygiene, ensuring every partner touchpoint, opportunity, and marketing activity is logged to enable accurate forecasting and executive visibility into the health of the channel business.