Director, Channel Sales

The role

You will lead the channel sales team across Asia Pacific and Japan. You will own the indirect go-to-market strategy by managing resellers and distributors to reach customers.

What you will do

• Lead, hire, coach, and manage a team of channel sales professionals across APJ
• Own and execute Tenable's channel sales strategy for APJ
• Grow the Tenable Assure Partner Program footprint across APJ
• Partner with global and regional Sales, Marketing, Services, and Enablement teams
• Manage the end-to-end channel sales process including pipeline, deal registration, and forecasting
• Own key partner and customer relationships and lead commercial discussions
• Represent APJ's channel priorities to global channel leadership
• Travel regularly across APJ to support partners, customers, and team

Required qualifications

• 5+ years of indirect/channel sales leadership experience in technology or cybersecurity
• At least 2 years at Director level leading a channel sales or partnerships function across APJ
• Understanding of how channel and distribution models differ across APJ's markets
• Experience setting and managing channel KPIs, quota attainment, and sales funnel metrics
• Established relationships with channel partners and distributors across the region
• Strong consultative selling and negotiation skills
• Experience designing or managing partner pricing, incentives, and deal registration programs
• Ability to work at both strategic and operational levels
• Willingness and ability to travel regularly across APJ

Nice to have

• Experience selling or partnering in cybersecurity, vulnerability management, or exposure management specifically
• An additional regional language (e.g. Mandarin, Japanese, Korean, or Bahasa)
• Experience working within a tiered partner program at a global technology vendor

About the company

Tenable is the Exposure Management company. Over 40,000 organizations around the globe rely on Tenable to understand and reduce cyber risk.