Tenable Network Security

Country Manager, Canada

Tenable Network Security • $150K — $180K *
Toronto, ON M3C 0E3In-Person
Information Technology
8 - 10 years of experience
Today
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Job Overview by Ladders

Qualifications

  • 10+ years of Director-level management experience in competitive sales
  • Minimum 6 years selling Security Products like Vulnerability Management and SIEM
  • Strong understanding of selling multi-product software solutions
  • 8+ years in a quota-carrying sales role with proven success
  • Extensive experience in negotiating large, complex deals
  • Proven history of collaborating with channel and technology partners
  • Referenceable knowledge of the Canada region and key decisions makers

Responsibilities

  • Recruit and develop the direct sales management team
  • Manage and report on pipeline development and forecasts
  • Split time between team management and customer engagement
  • Work with partners to create new business opportunities
  • Develop and execute a region-specific go-to-market plan
  • Lead negotiations for large, complex sales
  • Align with cross-functional teams to optimize sales performance
  • Directly manage sales for accounts in the region
  • Establish and maintain contacts with team members and clients
  • Identify and recommend growth opportunities within the territory
  • Achieve a thorough understanding of Tenable's products

Benefits

  • Remote work flexibility
  • Opportunity for professional development
  • Access to a strong support network within the company
  • Collaboration with diverse teams across multiple functions
  • Participation in a forward-thinking corporate culture
Full Job Description
Your Role:

Tenable is seeking a Country Manager responsible for leading a regional sales team of highly skilled, seasoned sales individuals. The Country Manager 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:
  • 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

What You'll Need:
  • 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 Canada region, accounts, decision makers and channel partners

#LI-MF1 #LI-Remote

About Tenable Network Security

Tenable Network Security is a cybersecurity company that provides vulnerability management, threat detection, and compliance solutions. The company's products include Nessus, SecurityCenter, and Tenable.io. Tenable's customers include more than 30% of the Fortune 500, and the company has offices in over 10 countries. Tenable was founded in 2002 and is headquartered in Columbia, Maryland.
Learn more about Tenable Network Security
Size
1,617 employees
Market Cap
$4.1 billion
Industry
Enterprise Technology
Net Income
-$42.7 million
Founded
2002
5 Year Trend
+34.2%
Revenue
$440.2 million
NASDAQ
TENB
* Ladders Estimates

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