Federal Channel Sales Manager
The Federal Channel Sales Manager at Tenable, Inc. is responsible for developing and executing a comprehensive channel strategy within the federal sector. This role involves cultivating and leading relationships with key channel partners, serving as a vital sales liaison between distributors, focused partners, and the Tenable sales organization. The position is based in Columbia, Maryland, and requires 50% domestic travel.
Key responsibilities include identifying, recruiting, and onboarding high-potential strategic partners within the federal marketplace. The manager will act as the primary point of contact for focused channel partners, ensuring seamless communication and operational excellence. Additional duties involve preparing and presenting quarterly business reviews to senior leadership, negotiating legal and commercial agreements for partner recruitment and management, and delivering precise quarterly and annual sales forecasts along with actionable strategic growth plans.
Candidates should have a minimum of 8 years of experience managing federal channel partners in technology sales, with a documented track record of success. Experience with one and two-tier channel models, as well as working with both national and regional channel partners, is required. Comfort in engaging with C-level executives and the ability to travel domestically are essential. Familiarity with the cybersecurity marketplace is strongly preferred.
Compensation for this role includes a base salary ranging from $114,500 to $152,500 per year, with additional commission and bonus opportunities. Benefits offered by Tenable include medical, dental, and vision insurance; disability and life insurance; a 401(k) retirement savings plan with company match; an employee stock purchase plan; flexible spending accounts; an Employee Assistance Program (EAP); education assistance; parental leave; paid time off (PTO); company-paid holidays; health and wellness events; and community programs.
Tenable is committed to fostering a culture of belonging, respect, and excellence. Employees are encouraged to collaborate with talented and passionate individuals to build and innovate best-in-class cybersecurity solutions. The company offers support and resources to help employees do work that truly matters, delivering results that exceed expectations and winning together.