Director, Channel Sales

Tenable is looking for a Director, Channel Sales to lead its channel sales team across Asia Pacific and Japan (APJ).

Your Role: You will own the region's indirect go-to-market strategy, growing and managing partners who help Tenable reach customers across APJ. You will manage and build a channel team and partner network that can operate at scale, working closely with Sales, Marketing, Services, and Support.

Your Opportunity:

• Lead, hire, coach, and manage a team of channel sales professionals across APJ.
• Own and execute Tenable's channel sales strategy for APJ: set clear KPIs, build repeatable playbooks, and raise the bar on channel sales best practice.
• Grow the Tenable Assure Partner Program footprint across APJ: recruiting, enabling, and scaling resellers and distributors.
• Partner with global and regional teams to build consistent partner compensation, training, and incentive programs.
• Manage the end-to-end channel sales process: pipeline health, deal registration, forecasting, and metrics.
• Own key partner and customer relationships, and lead commercial discussions.
• Represent APJ's channel priorities to global channel leadership, and adapt global partner programs for local market realities.
• Travel regularly across APJ to support partners, customers, and your team.

What You'll Need:

• A genuine people leader with a track record of coaching a team and helping them grow into stronger channel sellers.
• 5+ years of indirect/channel sales leadership experience in technology or cybersecurity, including at least 2 years at Director level.
• A solid 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.
• The ability to work at both strategic and operational levels.
• Willingness and ability to travel regularly across APJ.

And Ideally:

• Experience selling or partnering in cybersecurity, vulnerability management, or exposure management.
• An additional regional language.
• Experience working within a tiered partner program.