Director, Channel Sales – Asia Pacific and Japan

About the role

Tenable, the Exposure Management company, is looking for a Director, Channel Sales to lead its channel sales team across Asia Pacific and Japan (APJ). You will own the region's indirect go-to-market strategy, growing and managing the partners (resellers and distributors) that help Tenable reach customers, and will work closely with Sales, Marketing, Services and Support.

Key responsibilities

• Lead, hire, coach and manage a team of channel sales professionals across APJ, helping them grow their skills and careers.
• Own and execute the channel sales strategy for APJ: set KPIs, build repeatable playbooks and raise the bar on channel best practice.
• Grow the Tenable Assure Partner Program footprint across APJ, recruiting and enabling resellers and distributors across Bronze, Silver, Gold and Platinum tiers.
• 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 funnel metrics.
• Own key partner and customer relationships and lead commercial discussions, including volume discounts and deal terms, for strategic partners and high-value accounts.
• Represent APJ's channel priorities to global channel leadership and adapt global partner programs to local market realities, such as distributor-led models in parts of Southeast Asia and Greater China versus direct reseller models in Australia and New Zealand.
• Travel regularly across APJ to support partners, customers and the team in person.

Required profile

• A genuine people leader with a track record of coaching channel sellers into stronger sellers and future leaders.
• 5+ years of indirect/channel sales leadership in technology or cybersecurity, including at least 2 years at Director level across APJ.
• Established relationships with channel partners and distributors across the region.
• Ability to work at both strategic and operational levels, and willingness to travel regularly across APJ.
• An additional regional language (e.g. Mandarin, Japanese, Korean or Bahasa) is an advantage but not required.

Required skills

• Solid understanding of how channel and distribution models differ across APJ markets, with the judgement to adapt strategy country by country.
• Experience setting and managing channel KPIs, quota attainment and sales funnel metrics, with a track record of hitting them.
• Strong consultative selling and negotiation skills, able to engage partner and customer executives on complex, multi-stakeholder deals.
• Experience designing or managing partner pricing, incentives and deal registration programs, including for high-profile accounts.
• Experience selling or partnering in cybersecurity, vulnerability management or exposure management is an advantage.
• Experience in a tiered partner program at a global technology vendor is an advantage.