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About the Role
This role is for individuals who have built a career carrying a number and want to grow big accounts for the long term. You will own renewals and expansion for 30 to 40 of Tenable's strategic customers, including the largest account in EMEA. Retention and growth in these accounts is a top priority, ensuring your impact is visible quickly. You will engage directly with customers and senior leaders, collaborating with Enterprise and Commercial Territory Managers and Solutions Engineers as an equal.
Responsibilities
- Own the full renewal cycle for a multi-million book, with retention as the primary measure.
- Identify churn and downgrade risk early using adoption data and judgment.
- Negotiate enterprise contracts to protect revenue and create expansion opportunities.
- Transform every account into a significant deal, with renewals and expansion sharing equal importance.
- Conduct strategic discovery with senior stakeholders to uncover high-value opportunities.
- Build business cases for upsell and cross-sell across the Tenable platform.
- Carry an expansion quota and take ownership of sales targets.
- Collaborate as an account team, partnering with Territory Managers who may carry larger quotas.
- Plan account strategies with Territory Managers and Solutions Engineers.
- Lead critical escalations, engaging Engineering, Support, and Professional Services promptly.
- Share customer feedback to influence product and service development.
- Help define the 'Principal' CSM role, a new level within the company.
- Establish the playbook for renewals and expansion in strategic accounts.
- Mentor junior and senior CSMs, demonstrating best practices.
- Develop the experience and profile necessary for future team leadership.
Requirements
- A sales background with a proven record of meeting or exceeding quota through renewals, upsell, and cross-sell.
- Experience managing large, complex accounts and negotiating enterprise contracts, preferably using a structured method like MEDDPICC.
- Ability to build trusted relationships with senior leaders in large organizations.
- Comfort with visibility, including open sharing of account status and welcoming scrutiny.
- A team player who shares knowledge and enjoys helping others develop.
- A hands-on approach, including building own quotes and maintaining Salesforce records.
- Curiosity about new tools, including AI-led churn tracking, and an ability to interpret data.
- Availability for three office days per week in Staines.
- Willingness to travel up to 25% of the time.
Skills
- Account Management
- Sales
- Customer Success
- Enterprise Contract Negotiation
- MEDDPICC
- Relationship Building
- Teamwork
- Salesforce
- Data Analysis
- AI-led Churn Tracking
Location
- Staines
Work Type
- Hybrid
- Onsite
Experience Level
- Principal
About the Company
- Tenable® is the Exposure Management company.
- Over 40,000 organizations globally rely on Tenable to understand and reduce cyber risk.
- Tenable supports 65 percent of the Fortune 500, 50 percent of the Global 2000, and large government agencies.
- Tenable fosters a culture of belonging, respect, and excellence.
- Employees partner with talented and passionate individuals in the cybersecurity industry.
- Tenable provides support and resources for employees to do meaningful work.
- Tenable delivers results that exceed expectations and achieves success collaboratively.
Equal Opportunity
- Tenable is committed to promoting Equal Employment Opportunity (EEO) in accordance with all applicable international, federal, state, and local laws and regulations.
- Reasonable accommodation is available for individuals with disabilities during the application or recruiting process by contacting Recruiting@Tenable.com.
- Tenable provides applicant privacy notices relevant to the applicant's location, including General, California, and EU/EEA/UK Applicant Privacy Notices.