Business Development Director - OT


Remote / United States of America
  • Job Type: Full-Time
  • Function: Business Dev
  • Post Date: 02/21/2021
  • Website:
  • Company Address: 7063 Columbia Gateway Drive Suite 100, Columbia, MD, 21046

About Tenable

TenableĀ®, Inc. is the Cyber Exposure company. Over 30,000 organizations around the globe rely on Tenable to understand and reduce cyber risk.

Job Description

Your Role:


Tenable seeks a Director of Strategic OT Security Sales. This person is responsible for establishing our GTM and Strategy for Strategic partners in the OT security market. We’re growing and seek a seasoned, high-energy, and driven Senior Sales Executive / Leader with strong knowledge of and experience with: OT Security / Network Security / SIEM products, and / or enterprise-wide security software technologies. This will be a role with direct exposure and visibility to senior Tenable Executives with an opportunity to help shape overall strategy.


We're seeking someone experienced in complex selling situations to both very technical partners as well as C-Level and other decision makers as OT security projects are increasingly becoming board level issues.   The candidate will be selling an advanced OT security solution that empowers organizations to solve mission critical security problems by managing, understanding, and reducing risk across the modern converged IT/OT attack surface.


Your Opportunity:

  • Manage all facets of our OT Strategic Partner program including partner relationships, program management, and sales targets
  • Embed Tenable technology into partner’s service offerings
  • Help build our GTM programs in OT security market
  • Creatively design and implement “unique” value added programs, contract terms, and pricing models to maximize Tenable’s revenue and margin with these partners
  • Assist the field with all “sell-through” activities, pipeline generation, and bookings growth
  • Develop, manage, and accelerate account pipeline within managed strategic OT Security partners
  • Achieve assigned quarterly and annual sales budgets and other regional objectives established by the company
  • Maintain and drive key relationships in the OT Security market which consists of Global System Integrators, Advisories, OT Engineering Consultants, and OT Device Manufacturers
  • Develop and grow revenues through targeted marketing, sales activities and networking
  • Define and execute strategic sales plans for assigned territory and then meet and exceed sales goals (quotas) through prospecting, qualifying, designing programs, managing and closing sales opportunities
  • Work closely with marketing, Product Management, Sales Engineering, and Engineering, and other stakeholders to facilitate closure of opportunities and new partnerships
  • Deliver presentations / demonstrations highlighting the benefits, key features and functions of the Tenable solutions
  • Maintain an understanding of key industry trends and competitive issues and products
  • Practice effective, excellent communication with management, customers and support staff
  • Travel to customer and partner locations as needed in support of sales efforts
  • Provide regular reporting of pipeline and accurate forecasts through


What You'll Need:

  • 10+ years experience (With 4+ year company track records) selling security software and exceeding quotas
  • Strong working knowledge of SI contracts, compliance regulations and government buying contracts
  • Demonstrated success in working with SIs / Consultants in a sales or business development capacity
  • Experience selling OT Security solutions with experience in Network Security / Security Analytics / SIEM products, or enterprise-wide security software technologies a plus.
  • Experience selling emerging technologies, winning new logos, and building territories
  • Experience with the process of selling to Global 1000 customers
  • Must be willing to travel to customers and prospects globally as needed to achieve our objectives


And Ideally:

  • OT Security in your “DNA”
  • Deep working relationships with the OT Security Channel, SIs and Consultants
  • A rolodex and flawless reputation with partners in this territory
  • Strong ethics, self-directed and resourcefulness
  • Ability to thrive in a fast moving, dynamic environment
  • Strong written and verbal communications skills
  • Strong negotiation skills
  • Positive attitude, ambitious, and a passion for building a valuable business
  • Technically savvy with strength in communicating business value
  • Strength in working in small teams as well as independently
  • Expertise in nurturing and building relationships
  • Ability to motivate a highly skilled NetSec Sales team
  • Working knowledge of SF.COM & Microsoft Office Suite


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 ok. 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

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Disclaimer: Local Candidates Only
This company does NOT accept candidates from outside recruiting firms. Agency contacts are not welcome.