Professional Services Account Manager

Who is Tenable? Tenable® is the Exposure Management company. 44,000 organizations around the globe rely on Tenable to understand and reduce cyber risk. Our global employees support 65 percent of the Fortune 500, 45 percent of the Global 2000, and large government agencies. Come be part of our journey! What makes Tenable such a great place to work? Ask a member of our team and they’ll answer, “Our people!” We work together to build and innovate best-in-class cybersecurity solutions for our customers; all while creating a culture of belonging, respect, and excellence where we can be our best selves. When you’re part of our #OneTenable team, you can expect to partner with some of the most talented and passionate people in the industry, and have the support and resources you need to do work that truly matters. We deliver results that exceed expectations and we win together! Your Role: The Professional Services Account Manager is an Account Team overlay role responsible for identifying, investigating and defining professional service proposals and scopes of work for Tenable prospects and clients. The SAM is responsible for interpreting services engagement needs and creating the contractual documentation required to deliver client success both from a presales and post-sales perspective. In addition to supporting the sales account team and sales initiatives, the SAM is accountable for ensuring their engagements are delivered per the scope of work and is accountable for client success. This requires the SAM to actively partner with the Service Delivery and Resource Management teams to ensure the established scope of work and timeline committed to the client are achieved. Organisation Structure: Reports to the Director or Senior Director of Professional Services. No direct reports. Your Opportunity: Meet or exceed annual and quarterly service sales bookings targets. Independently articulate the benefits of implementing all Tenable solutions. Identify and develop service opportunities and supporting business cases. Collect client business requirements and exposure management objectives in order to define service proposals. Map Tenable services and Tenable solutions to achieve client objectives. Craft Proposals, Statements of Work and Change Orders and collaborate with Sales, Legal, Operations and other Tenable functions to negotiate Master Service Agreements and secure customer Purchase Orders to contract the negotiated services business. Collaborate with the sales account teams to develop an actionable and measurable territory plan to achieve annual bookings goals. Enable Sales Territory Managers, Sale Engineers and Customer Success Managers in the capabilities, offerings and articulating the value driven by Professional Services. In partnership with Customer Success, act as a key point of contact for Customer executives, developing deep, trustful relationships to drive services expansion and cross-selling within the account. Collaborate with Delivery and Partner Managers to determine the best resources (Internal or Partner) to deliver the project scope. Business planning and forecasting: The ability to accurately forecast and anticipate any changes in booking numbers and composition of new business to support RMO and Delivery planning and execution. Other Responsibilities: May perform other duties and responsibilities that management may deem necessary from time to time. What You'll Need: Bachelor's degree in IT related field or related work experience. 8+ years IT and/or Cyber Security experience. 5+ years in sales or services-related role. 3+ years of experience selling professional services preferable. Record of achieving and or exceeding sales targets. Experience developing commercial and technical services documentation including client presentations, proposals and executable commercial paperwork. Familiarity with information security models and best practices including industry compliance. Knowledge of enterprise network security technologies and cutting-edge network infrastructures. Knowledge of cloud architecture as well as on-premise IT landscape. Ability to have management and executive-level discussions about how to successfully deploy Tenable solutions. Comfortable and willing to be a hands-on contributor. Excellent communication skills, including issue tracking, triaging and escalation management. Travel: Willing and able to travel to client sites up to 50% both within and outside of assigned territory. ​ #LI-KM1 #LI-Office We’re committed to promoting Equal Employment Opportunity (EEO) at Tenable - through all equal employment opportunity laws and regulations at the international, federal, state and local levels. If you need a reasonable accommodation due to a disability during the application or recruiting process, please contact Recruiting@Tenable.com for further assistance. Tenable Data Consent Statement Tenable is committed to protecting the privacy and security of your personal data. This Notice describes how we collect and use your personal data during and after your working relationship with us, in accordance with the General Data Protection Regulation (“GDPR”). Please click here to review. For California Residents: The California Consumer Privacy Act (CCPA) requires that Tenable advise you of certain rights related to the collection of your private information. Please click here to review.