Director, Channel Sales
The Director of Channel Sales at Tenable, Inc. will lead the channel sales team across the Asia Pacific and Japan (APJ) region, overseeing the indirect go-to-market strategy. This role involves managing and expanding a network of resellers and distributors to effectively deliver Tenable's cybersecurity solutions to a diverse market. The position is based in Singapore, at the Suntec City office.
Key responsibilities include leading, hiring, coaching, and managing a team of channel sales professionals across APJ, setting clear KPIs, building repeatable playbooks, and enhancing channel sales best practices. The role also involves growing the Tenable Assure Partner Program footprint by recruiting, enabling, and scaling resellers and distributors across various partner tiers. Collaboration with global and regional Sales, Marketing, Services, and Enablement teams is essential to develop consistent partner compensation, training, and incentive programs tailored to APJ's markets. Managing the end-to-end channel sales process, including pipeline health, deal registration, forecasting, and maintaining a healthy channel funnel, is also a key aspect of the role. Additionally, the Director will own key partner and customer relationships across the region, leading commercial discussions for strategic partners and high-value accounts. Regular travel across APJ to support partners, customers, and the team in person is expected.
Candidates should have over five years of indirect/channel sales leadership experience in technology or cybersecurity, including at least two years at the Director level leading a channel sales or partnerships function across APJ. A solid understanding of how channel and distribution models differ across APJ's markets, with the ability to adapt strategy country by country, is essential. Experience in setting and managing channel KPIs, quota attainment, and sales funnel metrics, with a proven track record of achieving them, is required. Established relationships with channel partners and distributors across the region are necessary. Strong consultative selling and negotiation skills, with the confidence to engage partner and customer executives on complex, multi-stakeholder deals, are important. Experience in designing or managing partner pricing, incentives, and deal registration programs, including for high-profile accounts, is advantageous. The ability to work at both the strategic level (regional channel strategy) and the operational level (day-to-day deal and partner support) is crucial. Willingness and ability to travel regularly across APJ are expected.
While specific compensation details are not provided, Tenable offers a comprehensive benefits package that includes health and wellness programs, work-life balance initiatives, financial savings and security options, and professional development opportunities. Employees can expect a collaborative and inclusive work environment that fosters innovation and personal growth.
Tenable is recognized for its commitment to channel partners, as evidenced by its inclusion in CRN's 2024 Cloud 100 list and the 2025 CRN Partner Program Guide's 5-Star Award. The company continues to innovate and advance its market-leading cloud security solutions, providing employees with opportunities to contribute to impactful cybersecurity initiatives.