Business Development Manager – GSIs, Advisories

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Tenable

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2002

🔒 Cybersecurity

☁️ SaaS

🏢 Enterprise

Cybersecurity • SaaS • Enterprise

Tenable is a cybersecurity company focused on providing exposure management solutions. Its Tenable One platform offers comprehensive visibility into an organization's attack surface, helping businesses anticipate and prevent likely cyber attacks by effectively communicating and managing cyber risks. Tenable's solutions include vulnerability management, cloud security, OT/IoT security, and identity exposure management. The company is recognized for its excellence in vulnerability management, offering leading solutions that integrate various security aspects such as Active Directory compliance, cyber insurance, and zero trust environments. Tenable is a trusted partner for more than 44,000 customers worldwide, providing advanced insights and intelligence through Tenable Research, making it a leader in managing the modern attack surface across IT and OT infrastructures.

📋 Description

• Build, nurture, and scale high-impact relationships with practice leaders, partner executives, and client account directors within major GSIs and Advisories across DACH. • Drive the embedding of Tenable One, Tenable Cloud Security, and Tenable OT into the standard service catalogs, security frameworks, and reference architectures of partners. • Collaborate closely with regional Tenable Enterprise Sales teams and partner client leads to identify, co-sell, and close high-value enterprise opportunities. • Work in lockstep with the EMEA Alliances leadership to ensure DACH partner strategies support overall regional growth objectives and global partner frameworks. • Design and deliver technical and commercial enablement programs, certifications, and account-mapping workshops to educate partner delivery and sales forces. • Partner with Regional Marketing to plan and execute joint marketing campaigns, roundtable events, and executive sponsorships tailored to the DACH enterprise market. • Maintain accurate sales forecasting and partner-influenced pipeline metrics using Salesforce CRM. Conduct regular Quarterly Business Reviews (QBRs) with key alliance stakeholders.

🎯 Requirements

• 7+ years of experience in Enterprise Software Sales, Alliance Management, or Business Development within the cybersecurity industry. • A proven track record of managing and closing business through or with global integrators and major advisories in the DACH region. • Strong foundational knowledge of Exposure Management, Cloud Security (CNAPP), Identity Security, or Operational Technology (OT/IoT). • Demonstrable ability to navigate the complex, matrixed environments of global consulting firms to find and activate key decision-makers. • Fluency in both German and English (written and spoken) is required. Swiss-German or French is a plus. • Ability to travel approximately 40-50% across Germany, Austria, and Switzerland for partner meetings and industry events.

🏖️ Benefits

• Competitive compensation package (Base + OTE commission structure). • Comprehensive health, wellness, and pension benefits tailored to local DACH regulations. • A high degree of autonomy inside a collaborative, fast-paced, and highly innovative global environment. • Continuous learning and professional development paths within a market-leading cybersecurity ecosystem.