Who is Tenable?
Tenable® is the Exposure Management company. Over 40,000 organizations around the globe rely on Tenable to understand and reduce cyber risk. Our global employees support 65 percent of the Fortune 500, 50 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!
What you'll do
We are seeking an experienced, highly strategic, and results-driven Business Development Manager (BDM) to lead and scale our partnerships with Global System Integrators (GSIs) (e.g., Accenture, Capgemini, PwC, Deloitte, KPMG) and key Tier-1 IT Advisories across the DACH region (Germany, Austria, Switzerland).
Reporting directly to the Senior Director of GSI & Alliances EMEA, you will be the primary architect of Tenable’s go-to-market (GTM) strategy within the DACH GSI and Advisory ecosystem. Your focus will be on embedding Tenable’s Exposure Management solutions into the repeatable service architectures, managed security services (MSSP), large-scale digital transformation initiatives, and cyber advisory practices of our strategic partners, aligning local execution with our broader EMEA alliance strategy.
Strategic Alliance Development: Build, nurture, and scale high-impact relationships with practice leaders, partner executives, and client account directors within major GSIs and Advisories across DACH.
Service Integration & Co-Selling: Drive the embedding of Tenable One, Tenable
Cloud Security, and Tenable OT into the standard service catalogs, security frameworks, and reference architectures of partners.
Pipeline Generation & Sales Execution: Collaborate closely with regional Tenable
Enterprise Sales teams and partner client leads to identify, co-sell, and close high-value enterprise opportunities.
EMEA Alignment: Work in lockstep with the EMEA Alliances leadership to ensure
DACH partner strategies support overall regional growth objectives and global partner frameworks.
Enablement & Brand Advocacy: Design and deliver technical and commercial
enablement programs, certifications, and account-mapping workshops to educate partner delivery and sales forces.
Market Strategy Collaboration: Partner with Regional Marketing to plan and execute joint marketing campaigns, roundtable events, and executive sponsorships tailored to the DACH enterprise market.
Governance & Reporting: Maintain accurate sales forecasting and partner-influenced pipeline metrics using Salesforce CRM. Conduct regular Quarterly Business Reviews (QBRs) with key alliance stakeholders.
Requirements
Experience: 7+ years of experience in Enterprise Software Sales, AllianceManagement, or Business Development within the cybersecurity industry.
GSI Ecosystem Expertise: A proven track record of managing and closing business through or with global integrators and major advisories in the DACH region.
Cybersecurity Acumen: Strong foundational knowledge of Exposure Management, Cloud Security (CNAPP), Identity Security, or Operational Technology (OT/IoT).
Complex Navigation Skills: Demonstrable ability to navigate the complex, matrixed environments of global consulting firms to find and activate key decision-makers.
Language Skills: Fluency in both German and English (written and spoken) is
Travel: Ability to travel approximately 40-50% across Germany, Austria, and Switzerland for partner meetings and industry events.
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.
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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 Recruiting@Tenable.com for further assistance.
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