Senior Federal Channel Sales Manager

Tenable

Senior Federal Channel Sales Manager cultivating and leading relationships with key Channel Partners. Driving growth and supporting sales initiatives across Tenable’s industry-leading product portfolio.

Posted 7/10/2026full-timeRemote • Virginia • 🇺🇸 United StatesSenior💰 $130,000 - $173,333 per yearWebsite

About the role

Key responsibilities & impact

Develop and execute a comprehensive channel strategy to maximize market penetration with key partners.
Identify, recruit, and onboard high-potential strategic partners specifically within the Federal marketplace.
Act as the primary point of contact for focused Channel Partners, ensuring seamless communication and operational excellence.
Prepare and present insightful quarterly business reviews to the VP of Channels, Americas, and senior leadership.
Lead the negotiation of legal and commercial agreements for named partner recruitment and ongoing management.
Deliver precise quarterly and annual sales forecasts along with actionable strategic growth plans.
Strategically manage Federal contracts to ensure Tenable solutions are prominently featured on key partner contract vehicles.
Build and nurture robust engagement plans between focused Channel Partners and Tenable’s regional sales teams.
Champion partner success by driving sales enablement and technical certification programs.
Partner with the Marketing team to design and execute high-impact lead generation campaigns to fuel pipeline growth.
Collaborate with program managers to provide feedback and drive enhancements to partner tools and digital interfaces.

Requirements

What you’ll need

A minimum of 8+ years of experience managing Federal Channel Partners in relation to technology sales.
Experience working with one and two tier channel models.
Experience working with both national and regional Channel partner.
Documented track record of success.
Experience and comfort level working with C-level executives.
50% Domestic travel is a requirement of this position.

Benefits

Comp & perks

medical, dental, vision, disability and life insurance
401(k) retirement savings with company match
an employee stock purchase plan
an employee referral program
flexible spending accounts
an Employee Assistance Program (EAP)
education assistance
parental leave
paid time off (PTO)
company-paid holidays
health and wellness events
community programs

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

Channel StrategySales ForecastingPartner RecruitmentContract ManagementSales EnablementTechnical Certification ProgramsBusiness Review PreparationMarket PenetrationOperational ExcellencePipeline Growth

Soft Skills

CommunicationCollaborationRelationship BuildingNegotiationLeadership