Description

Your Role:

The Sr. Director of High Velocity Sales, owns the success of the Nessus product line and high-velocity Channel Sales currently $50M in revenues globally. S/He will be the strategic go-to-market leader for Nessus, driving the strategic channel plan, guiding and influencing product and program investments, and sales channels (DMRs, eCom, etc.), ultimately accountable for the market success of the Nessus to hit acquisition, revenue, and retention objectives. This role reports into the VP of Global Channels, and will be a key leader working with Marketing, Global eCommerce, Product Management, Customer Success and Services to develop and deliver global growth strategies to successfully contribute to Tenable's revenue goals.

The Sr. Director, High Velocity Sales will be responsible for developing the Nessus go to market strategy, account penetration plans, channel promotion and channel sales 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 team deliverables.

Your Opportunity:

• Own all Nessus revenue (Net New and Renewals) globally. Currently around $50M in revenues globally.
• Work with dedicated Product Management and Marketing leaders to develop innovative market 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 worldwide.
• Support lead generation, sales enablement campaigns and new client acquisition with global 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 with at least 5 years specifically in the application software market
• BA/BS Undergraduate degree in Marketing, Business or related field
• Demonstrated success in positioning, 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 / Distributor channel and contracts
• Demonstrated success in working with Direct Marketing Resellers (DMRs) in a sales and business development capacity
• Experience selling SaaS Network Security / Security Analytics / SIEM products, or enterprise-wide security software technologies
• Experience selling emerging technologies, winning new logos, and building territories
• Experience with the process of selling to Global 1000 customers
• Must be willing to travel to customers and prospects globally as needed to achieve our objectives
• Network Security in your i>

• 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
• Strength in working in small teams as well as independently
• Expertise in nurturing and building relationships
• Ability to motivate a highly skilled NetSec Channel & Sales team
• Working knowledge of SF.COM & Microsoft Office Suite

And ideally:

• Experience in security marketing
• MBA

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.