Channel Sales Manager - Greater China Region

Sales Beijing, Beijing Shanghai, Shanghai


Who is Tenable?

Tenable® is the Exposure Management company. 40,000 organizations around the globe rely on Tenable to understand and reduce cyber risk. Our global employees support 60 percent of the Fortune 500, 40 percent of the Global 2000, and large government agencies. Come be part of our journey! 

What makes Tenable such a great place to work? 

Ask a member of our team and they’ll answer, “Our people!” We work together to build and innovate best-in-class cybersecurity solutions for our customers; all while creating a culture of belonging, respect, and excellence where we can be our best selves. When you’re part of our #OneTenable team, you can expect to partner with some of the most talented and passionate people in the industry, and have the support and resources you need to do work that truly matters. We deliver results that exceed expectations and we win together!

Your Role:

The Channel Account Manager (CAM) is responsible for establishing and managing relationships with regional Channel Partners with end to end responsibility for ensuring they drive sales, support our customers and work in alignment with our sales team.  Tenable is a 100% channel driven company.

Your Opportunity:

  • Define strategy and its execution for Channel Partners
  • Deliver channel revenues as per organisational goals
  • Manage entire ecosystem within the defined region including Resellers, Strategic partners and Distributors
  • Recruit new strategic partners where appropriate
  • Serve as the partner's main point of contact as it relates to activity centric to the named Channel partners assigned to the region
  • Create and present quarterly and ad-hoc reviews to the Vice President of Sales, APJ as well as to all levels of internal management
  • Oversee the negotiations of legal agreements as they relate to named partner recruitment and management
  • Create and deliver accurate quarterly and annual forecasts and strategic plans
  • Develop engagement plans with named Channel Partners and Tenable’s Sales Teams including regular cadence and qbrs where appropriate
  • Drive Channel Partners sales and technical certification
  • In conjunction with the marketing team, develop and assist with the execution of lead generation campaigns for the purpose of pipeline development
  • Manage partners within Tenable’s Partner Programme
  • Provide input to marketing and/or program managers regarding additions or changes needed to our partner tools, on-line interfaces, or similar

What You'll Need:

  • A minimum of 10+ years of experience managing channel partners in relation to technology sales
  • Understanding of the Greater China market is critical
  • Experience working with distribution
  • Experience working with both national and regional Channel Partners
  • Documented track record of success
  • College Degree strongly preferred
  • Experience and comfort level working with C-level executives
  • Familiarity with the network security marketplace and relevant entities strongly preferred

If you’ve reached this point in the job description and feel you’re still not sure if you should apply…Just do it! We know there are no perfect applicants. You may not have 100% of all those bullets listed above - and that’s okay. If you’re feeling like you’re not going to fit in with our teams - that’s not okay. We're One Tenable which means however you identify and whatever background you bring with you, we encourage you to submit an application if it’s a role you can be passionate about doing every day.

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.  If you need a reasonable accommodation due to a disability during the application or recruiting process, please contact for further assistance.