Description:
As the Federal Channel Sales Manager, you will be the strategic architect of our partner ecosystem within the Federal sector. In this high-impact role, you will cultivate and lead relationships with key Channel Partners, serving 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 industry-leading product portfolio.
Your Opportunity
- 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.
What You'll Need
- 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 partner.
- Documented track record of success.
- Experience and comfort level working with C-level executives.
- 50% Domestic travel is a requirement of this position.