Tenable Network Security transforms security technology for the business needs of tomorrow through comprehensive solutions that provide continuous visibility and critical context, enabling decisive actions to protect your organization. Tenable eliminates blind spots, prioritizes threats, and reduces exposure and loss. With more than one million users and more than 20,000 enterprise customers worldwide, organizations trust Tenable for proven security innovation. Tenable's customers range from Fortune Global 500 companies, to the U.S. Department of Defense, to mid-sized and small businesses in all sectors, including finance, government, healthcare, higher education, retail and energy. Transform security with Tenable, the creators of Nessus and leaders in continuous monitoring.
The High Velocity Business Development Manager, owns the success of our Nessus product line and high-velocity Channel Sales at our most strategic reseller partners. S/He will be the strategic marketing and sales leader for Nessus, driving the channel partner sales and marketing plan, guiding and influencing product and program investments, and sales channels (Direct Market Resellers, eCommerce through these partners, etc.), ultimately accountable for the market success of Nessus to hit acquisition, revenue, and retention objectives. This role will be a key leader working with Marketing, Global eCommerce, Product Management, and Customer Success to develop and deliver growth strategies that successfully contribute to Tenable's revenue goals.
The High Velocity Business Development Manager will be responsible for developing the Nessus go to market strategy, channel promotion and channel sales and marketing strategy, establishing visibility to product performance, ensuring aligned execution to plans, as well as delivering product/solution positioning, developing sales (and partner) enablement training and tools, contributing content and thought leadership to product-related outbound marketing activities and communications.
This position will have a heavy focus on cross-functional alignment and prioritization. The candidate will be required to establish a meaningful level of business understanding and domain expertise of our target markets, our user community, including core business workflows, value propositions, and market opportunities. This person will think strategically while also driving detailed execution and managing deliverables.
Candidate will own all Nessus revenue (Net New and Renewals) at key DMRs. (Currently around $40M in revenues. But, these sales are $1000 to $2000 each = High Velocity.
Work with dedicated Product Management and Marketing leaders to develop innovative web-marketing strategies through segmentation, packaging and pricing, identifying appropriate sales channels, launch plans, sales enablement and campaigns to drive revenue.
Grow & manage all Nessus DMR sales and renewals in North America.
Support lead generation, sales enablement campaigns and new client acquisition with national partner marketing teams.
Understand sales and partner needs and develop training and education assets to enable the customer-facing teams to accelerate time to revenue and beat the competition.
Work with the marketing, sales, channel partners, and analysts to position Nessus not only at the high level but also around the new technologies or features that Nessus brings to the market.
Ensure efforts are aligned with sales strategies and new unit targets. Regularly communicate and coordinate across marketing, product, and sales, updating them on product roadmaps, launches and promotions. Ensure communications are streamlined and prioritized to avoid inundating the field.
Be the voice of the customer to provide market-facing leadership for staff functions and development teams.
What you'll need:
Minimum of 10 years experience primarily in Sales and/or Marketing specifically in the application software market (security market is a plus) through DMRs.
BA/BS Undergraduate degree in Marketing, Business or related field, MBA a plus.
Demonstrated success in web marketing, pricing, promotions, campaigns, partnering and merchandising/bundling programs.
Experience with both SaaS and On-Premise Software businesses.
Experience in high velocity, low cost software sales.
Excellent written and oral communication skills, including creative written content (sales tools) and giving presentations to large audiences at conferences/seminars.
Strong working knowledge of Reseller / DMR channels.
Experience selling SaaS Network Security / Security Analytics / SIEM products, or enterprise-wide security software technologies.
Experience selling emerging technologies, winning new customers.
Must be willing to travel to customers and prospects globally as needed to achieve our objectives.
Deep working relationships with the Network Security Channel, especially DMRs.
A rolodex and flawless reputation with partners in this arena
Strong ethics, self-directed and resourcefulness
Ability to thrive in a fast moving, dynamic environment
Strong written and verbal communications skills
Strong negotiation skills.
Positive attitude, ambitious, and a passion for building a valuable business.
Technically savvy with strength in communicating business value.
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.
Tenable Network Security