Commercial Territory Manager

About the role

Tenable is a leading cybersecurity software company committed to protecting businesses from evolving digital threats. We empower organizations to operate securely in an increasingly complex digital landscape. We're seeking a dynamic and assertive Commercial Territory Manager to drive our aggressive growth strategy and expand our market presence.

Responsibilities

• Strategic Territory Planning: Develop and execute comprehensive sales strategies to penetrate and expand the customer base within the assigned geographical territory. Analyze market data to identify high-potential prospects and tailor approaches accordingly.
• Proactive Prospecting: Identify and pursue new business opportunities through targeted research and outbound cold calling. Build rapport with potential clients by understanding their unique cybersecurity challenges and positioning our solutions effectively.
• Technical Expertise: Provide in-depth technical information and explanations to prospective clients, ensuring a clear understanding of our product offerings. Deliver engaging Webex presentations and product demonstrations that address specific customer needs.
• Accurate Quoting and Forecasting: Prepare precise and competitive quotes that align with client requirements. Maintain accurate monthly and quarterly sales forecasts, ensuring transparency and alignment with company goals.
• Performance Analysis: Regularly assess and summarize competitor information and market trends to identify opportunities and threats. Present quarterly territory reviews and develop strategic plans for the upcoming quarter to ensure continuous growth.
• Continuous Improvement: Stay abreast of new product developments and industry trends by engaging in ongoing education. Seek opportunities to add value to job accomplishments and contribute to the achievement of department and organizational goals.
• Sales Closure and Reporting: Drive the closure of new business deals, ensuring alignment with company objectives. Provide accurate forecasts of all sales activity on a monthly and quarterly basis, meeting annual revenue responsibilities. Prepare and submit detailed reports to the Sales Director, outlining sales activities and results.
• Adaptability: Perform additional duties and responsibilities as deemed necessary by management, demonstrating flexibility and a commitment to the company's success.

Qualifications

• Experience: Minimum of 2 years in technology sales, with a proven track record of meeting and exceeding revenue targets. Previous experience selling services in support of technology or software products is highly desirable.
• Sales Skills: Demonstrated proficiency in prospecting, territory management, and closing deals. Ability to accurately forecast sales activity on a monthly and quarterly basis.
• Communication and Presentation: Exceptional verbal and written communication skills, with strong presentation abilities. Capable of conveying complex technical concepts to diverse audiences.
• Organizational Skills: Keen attention to detail, with the ability to prioritize tasks and meet deadlines. Strong organizational skills to manage multiple accounts and opportunities effectively.
• Technical Proficiency: Solid understanding of cybersecurity principles. Proficient in using CRM systems like Salesforce, NetSuite, and Microsoft Office products.
• Client Relationship Management: Proven ability in client base management, building and maintaining relationships, and exhibiting strong people skills.
• Professionalism and Motivation: Demonstrated customer focus, professionalism, and a strong motivation for sales.
• Assertiveness: Highly motivated and assertive, with a relentless drive to close deals and achieve results. Comfortable making quick decisions and taking calculated risks.