About Tenable
Who is Tenable? Tenable® is the Exposure Management company. 44,000 organizations around the globe rely on Tenable to understand and reduce cyber risk. Our global employees support 65 percent of the Fortune 500, 45 percent of the Global 2000, and large government agencies. Come be part of our journey!
The Role
As a Channel Security Engineer at Tenable, you are the strategic, technical bridge between our Go‑To‑Market (GTM) teams and the EMEA partner ecosystem. Your primary mission is to transform distributors and value‑added resellers (VARs) into highly capable, independent extensions of our pre‑sales team.
You are a dynamic, social individual who enjoys human connection and believes channel success is a collective effort. Rather than operating in isolation, your remit is to orchestrate Tenable’s resources, aligning our internal experts with your partners to drive mutual commercial success.
Key Responsibilities
- Primary Technical Partner Advocate: Serve as the face of Tenable for our UK partner community, becoming the first point of contact for technical guidance and strategic collaboration. Build genuine, long‑term trust with partner engineers to help them make Tenable their default choice.
- Dynamic Field Engagement: Represent Tenable’s market‑leading vision at partner events across the UK and Europe. Orchestrate proof‑of‑value (PoV) initiatives by qualifying opportunities and aligning the right Tenable technical experts to secure wins.
- Cross‑Functional GTM Collaboration: Work with internal GTM, sales, marketing, and channel teams to align initiatives and ensure the channel strategy moves in lockstep with broader regional goals.
- Translating Tech into Commercial Value: Convert Exposure Management concepts into commercial language that resonates with partners, demonstrating how the Tenable One Exposure Management Platform enhances their portfolio and delivers tangible value.
- Strategic Partner Enablement: Execute a program that elevates partners’ technical autonomy, leveraging corporate resources, enablement materials, and internal teams to build a loyal, capable extension of the pre‑sales organization.
- Create and Nurture Guardians: Lead the Guardian program, offering partners insider knowledge, beta code, and other benefits that make them a true extension of the Tenable pre‑sales team.
What You Bring (The Ideal Candidate)
- The “Human” Element: An outgoing, high‑energy communicator who enjoys front‑of‑house interactions and brings a collaborative mindset to bridge internal and external teams.
- Strategic Channel Intuition: Five or more years of experience in pre‑sales or partner engineering, specifically within a two‑tier channel model. Understand the business dynamics of distributors and VARs.
- The Role of the Orchestrator: Strong translation and coordination skills; comfortable turning complex technical principles into compelling commercial propositions.
- A Blueprint for Growth: Proven track record of transforming transactional relationships into strategic partnerships, coaching partner engineers to transition from reseller to seamless pre‑sales extension.
Equal Employment Opportunity Statement
Tenable is 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 Recruiting@Tenable.com for further assistance.
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