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Title: Director, MSSP and Systems Integrators
Date Posted: 2017-05-01
Location: United States
Tenable is more than 'just' the creator of Nessus. Our security solutions - including the first cloud-based platform, Tenable.io - are transforming global vulnerability management. We're a global team, powered by creative thinkers who are wired for action, focused on delivering results and collaborating to enable decisive actions to protect what matters most. We're in this together - colleagues, customers and partner communities working as One Tenable.

Can you join Team Tenable? Yes you can - if you're excited by the thought of working with over 700 colleagues, 20,000 customers and a range of revolutionary products that are shaping cybersecurity in 150 countries. Being valued for who you are as well as what you do, you can embrace the pace (we're recognized as one of the fastest growing security product companies by SC Magazine, Red Herring, Info Securities, Deloitte and E&Y) as well as enjoy a superb rewards package (we're seen as a Best Places to Work by Glassdoor, The Washington Post, The Baltimore Sun, The Baltimore Business Journal and Expert Marketplace). The key question is: Is This You?

Your Role:

Tenable seeks a Director of SIs and Managed Security Service sales. This person is responsible for establishing our GTM and Strategy for Systems Integrators and Managed Services partners. This position will also advise on the global program as we grow this market segment. We're growing and seek a seasoned, high-energy, and driven Senior Sales Executive / Leader with strong knowledge of and experience with: Network Security / Security Analytics / SIEM products, and / or enterprise-wide security software technologies. This will initially be a player / coach role, with management and team building responsibilities as the territory and opportunity warrant.

We're seeking someone experienced in complex selling situations to both very technical partners as well as C-Level and other decision makers. The candidate will be selling an advanced network security solution that empower organizations to solve mission critical security problems by transforming data assets into actionable intelligence.

Your Opportunity:

- Manage all facets of our MSSP / SI program including Account relationships, Program management and "Sell-to" opportunities within the accounts
- Assist the field with all "sell-through" programs as the program matures
- Creatively design and implement "unique" value added programs, contract terms, and pricing schemes to maximize Tenable's revenue and margin with these partners
- Help build our GTM programs in the SI and MSSP communities
- Manage and maintain account "sell to" pipeline and target key accounts
- Identify, qualify and develop new / creative opportunities through prospecting and networking and understanding the SI and Tenable value proposition
- Achieve assigned monthly, quarterly and annual sales budgets and other regional objectives established by the company
- Maintain and drive key relationships in the MSSP and System Integrator community, the primary focus is the commercial market on a global scale, assisting counterparts in other regions with bringing together and maturing a global program
- Develop and grow revenues through targeted marketing, direct sales activities and networking
- Define and execute territory / account sales plans for assigned territory and then meet and exceed sales goals (quotas) through prospecting, qualifying, designing programs, managing and closing sales opportunities
- Work closely with our field sales teams to turn leads into opportunities
- Work closely with Partners and Business Development Technology Partners to build a successful multi-channel program
- Work closely with marketing, Product Management, Sales Engineering, and Engineering, to allocate the appropriate resources throughout the sales cycle
- As we grow, recruit a world-class Sales and Sales Engineering team
- Deliver presentations / demonstrations highlighting the benefits, key features and functions of the Tenable solutions
- Maintain an understanding of key industry trends and competitive issues and products
- Practice effective, excellent communication with management, customers and support staff
- Travel to customer locations as needed in support of sales efforts
- Provide regular reporting of pipeline and accurate forecasts through salesforce.com

What you'll need:

- 10+ years experience (With 4+ year company track records) selling Security software and exceeding quotas
- Strong working knowledge of SI contracts, compliance regulations and government buying contracts
- Demonstrated success in working with SIs / MSSPs in a sales or business development capacity
- Experience selling Network Security / Security Analytics / SIEM products, or enterprise-wide security software technologies
- Experience selling emerging technologies, winning new logos, and building territoriesExperience with the process of selling to Fortune 500 customers & Large / Mid CustomersDeep experience and a rolodex of "sales athletes" to build a high-performance sales team
- Must be willing to travel to customers and prospects within the territory as needed to achieve our objectives

And Ideally:

- Network Security in your "DNA"
- Deep working relationships with the Network Security Channel, SIs and MSSPs
- A rolodex and flawless reputation with partners in this territory
- Strong ethics, self-directed and resourcefulness
- Ability to thrive in a fast moving, dynamic environment
- Strong written and verbal communications skills

We're committed to promoting Equal Employment Opportunity (EEO) at Tenable - through all equal employment opportunity laws and regulations at the international, federal, state and local levels.

Apply via this link only:

keywords: director, mssp and systems integrators director


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Company: Tenable Network Security
Contact person: Not mentioned
Contact information: support@tenable.com (DO NOT APPLY VIA THIS EMAIL ADDRESS)