Director, Regional Sales - Central

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. We work together to build and innovate best-in-class cybersecurity solutions for our customers while creating a culture of belonging, respect, and excellence.

About the role

Tenable is seeking a Regional Sales Director responsible for leading a regional sales team of highly skilled, seasoned sales professionals. You will map the course, develop the vision, and implement annual plans, ensuring measurable results that achieve and exceed revenue and margin targets.

Responsibilities

• Act as the front-line manager to recruit, hire, develop, and manage a tiered sales team.
• Accurately manage, inspect, and report on all aspects of pipeline development and forecasts for the region.
• Split time 50/50 between managing a team and customer-facing calls.
• Work closely with new and established channel partners to generate new business opportunities.
• Develop a go-to-market plan for the specific region.
• Lead negotiations for large, complex deals.
• Collaborate with leadership across functions such as Sales Engineering, Channel, Finance, Legal, R&D, and Marketing to align regional activities and enable optimum sales performance.
• Direct sales responsibility for accounts in the region and attain revenue goals for new product sales.
• Initiate, establish, and maintain contact with team members, prospects, clients, and partners within the assigned territory.
• Develop recommendations for growth, identify opportunities, and target key accounts in the assigned territory.
• Maintain a complete knowledge of Tenable’s products.

Requirements

• 10+ years of Director-level management experience of direct reports in a fast-paced, highly competitive, ever-changing sales environment.
• Minimum 6 years’ experience selling Security Products: Vulnerability Management, Continuous Monitoring, IDS/IPS, SIEM, DLP, Compliance, Encryption, Access Management, Authentication, etc.
• Strong knowledge and understanding of how to sell multi-product software solutions.
• Minimum of 8+ years in a quota-carrying sales role with demonstrated success.
• Extensive experience negotiating large, complex deals with intricate terms, conditions, price pressures, and considerations.
• Proven track record working with channel and technology partners to build strategic and cooperative sales campaigns.
• History of coordination within an internal set of multi-functional teams such as Sales Engineers, Inside Reps, Field Marketing, Professional Services, and Channel Management to ensure target quotas are achieved and exceeded.
• Reference-able domain expertise of the Central US Region, including accounts, decision-makers, and channel partners.

Pay

US Pay Range: $163,000—$217,666.67 USD. Compensation for the role will depend on qualifications, skills, competencies, location, and experience. Employees are also eligible for variable compensation in addition to base pay (commission for sales roles, bonus for non-sales roles).

Benefits

• Medical, dental, vision, disability, and life insurance.
• 401(k) retirement savings with company match.
• Employee stock purchase plan.
• Employee referral program.
• Flexible spending accounts.
• Employee Assistance Program (EAP).
• Education assistance.
• Parental leave.
• Paid time off (PTO) and company-paid holidays.
• Health and wellness events.
• Community programs.