Senior Channel Account Manager
tenableinc • Germany - Remote • France - Remote
No Relocation
Posted: August 24, 2026
Job Description
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.
What You'll Need:
- A minimum of 12+ years of experience managing channel partners in relation to technology sales.
- Experience working with one and two tier channel models.
- Experience working with both national and regional Channel partners.
- Proven track record of success in managing and growing channel partner relationships.
- Strong understanding of channel sales models, partner ecosystems and indirect sales strategies.
- Excellent communication, presentation and negotiation skills.
- Experience and comfort level working with C-level executives.
- Domestic travel is a requirement of this position.
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.
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