About this role.
Tenable is seeking a senior channel-sales leader to grow strategic cybersecurity partnerships across Germany, Austria, and Switzerland. The role centers on joint business planning, partner-sourced pipeline generation, executive relationship management, and channel enablement for Tenable One. Success depends on a proven record of exceeding sales quotas through resellers, integrators, and distributors in the regional cybersecurity market. The manager will work closely with direct sales, marketing, and technical teams and travel within the region at least three days per week.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader EU market for similar roles.
Core skills
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Sample interview questions
I begin by aligning on the partner's target accounts, solution priorities, revenue objectives, and capacity. I convert those priorities into a documented plan with pipeline targets, enablement milestones, campaign activity, executive sponsors, and a recurring review cadence to measure progress and remove blockers.
I would assess partner-sourced and partner-influenced pipeline, closed revenue, deal-registration volume and quality, conversion rates, average deal size, sales and technical certifications, joint campaign results, and executive engagement. I would also examine whether activity is concentrated in a few sellers or becoming repeatable across the partner organization.
I would first diagnose whether the constraint is capability, motivation, market focus, or process. Then I would agree on a focused recovery plan involving account mapping, seller enablement, targeted demand generation, technical workshops, and weekly pipeline inspection, with clear leading indicators before judging revenue outcomes.
I create clarity early on through account mapping, engagement rules, shared opportunity plans, and regular communication. My goal is to make the partner an extension of the direct team by ensuring both parties understand the customer strategy, ownership, value proposition, and next actions.
I would connect the platform to the partner's commercial opportunity: helping customers understand and prioritize cyber exposure, consolidating security outcomes, and creating services opportunities around assessment, implementation, and ongoing optimization. I would support that message with role-based training, customer use cases, and joint campaigns tailored to the partner's priority verticals.
Who is Tenable?
Tenable® is the Exposure Management company. Over 40,000 organizations around the globe rely on Tenable to understand and reduce cyber risk. Our global employees support 65 percent of the Fortune 500, 50 percent of the Global 2000, and large government agencies. Come be part of our journey!
What makes Tenable such a great place to work?
Ask a member of our team and they’ll answer, “Our people!” We work together to build and innovate best-in-class cybersecurity solutions for our customers; all while creating a culture of belonging, respect, and excellence where we can be our best selves. When you’re part of our #OneTenable team, you can expect to partner with some of the most talented and passionate people in the industry, and have the support and resources you need to do work that truly matters. We deliver results that exceed expectations and we win together!
Your Role:
Tenable is seeking a dynamic Senior Channel Account Manager to drive growth with our most strategic partners in Germany, Austria and Switzerland. As the global pioneer in AI- powered Exposure Management, we are looking for a seasoned channel expert to empower our top focus partners, accelerate partner sourced revenue and solidify our market dominance in the region.
Key Responsibilities:
- Strategic Business Planning: Develop and execute comprehensive growth plans with top-tier security resellers, system integrators, and distributors.
- Pipeline Generation: Drive partner-sourced deal registrations and revenue expansion to consistently exceed regional sales quotas.
- Executive Alignment: Cultivate strong, multi-level relationships at all levels within partners.
- Cross-Functional Synergy: Collaborate closely with Tenable’s direct sales, marketing, and technical teams to ensure seamless alignment and joint selling.
- AI Platform Enablement: Champion Tenable One—our industry-leading, AI-driven Exposure Management platform—by orchestrating targeted training, quarterly business reviews and joint campaigns.
What You’ll Bring:
- Motivation: Positive, proactive mindset and drive to make things happen.
- Channel Experience: 5+ years in vendor channel sales within the cybersecurity industry.
- Track Record: History of scaling top-tier, strategic partners in Germany, Austria and Switzerland with consistent quota overachievement.
- Market Expertise: Deep understanding of the local cybersecurity channel landscape and established executive-level partner relationships.
- Business Acumen: Exceptional presentation, negotiation, and data-driven business planning skills.
- Mobility: Willingness to travel at least 3 days per week within the region to meet partners, drive activities and conduct business reviews.
Why Join Tenable?
- Do you want to work in top performing, collaborative team that thrives on setting a high bar around channel sales execution? Are you hungry to succeed, detail focused and always going the extra mile to stand out from the competition? We are 100% committed to a channel-first strategy and our Channel Managers are at the center of our regional sales strategy.
- We offer strong compensation packages, comprehensive benefits, and the unique opportunity to lead channel growth for a company actively redefining AI powered Exposure Management.
#LI-AV1
#LI-Remote
This is the expected salary range for this position in the primary job location, depending on experience and qualifications. Compensation for the role will depend on a number of factors, including the candidate’s qualifications, skills, competencies, location and experience, and may fall outside of the range shown. Employees are also eligible for variable compensation in addition to base pay (commission for sales roles, bonus for non-sales roles), depending on company and individual performance. Tenable also offers a variety of Competitive wellness and financial benefits.
EU Pay Range
€95.000—€126.333,33 EUR
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. If you need a reasonable accommodation due to a disability during the application or recruiting process, please contact Recruiting@Tenable.com for further assistance.
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