Tenable

• Meet and exceed quarterly sales quota by developing new opportunities within specific geographical territory • Researching and identifying potential accounts • Outbound cold calling to soliciting new accounts • Building rapport; providing technical information and explanations • Delivering Webex presentations • Preparing accurate quotes; providing accurate forecast on a monthly/quarterly basis • Occasionally attending regional events • Closing new business, forecasting all sales activity on a monthly/quarterly basis and annual revenue responsibility

• Act as the front line manager to recruit the direct sales management team and ensure, in turn, that these managers effectively recruit, hire, develop, and manage a tiered sales team • Accurately manage, inspect and report in a predictable manner on all aspects of pipeline development and forecasts for the region • Split time 50/50 between managing a team and customer interfacing calls • Works closely with new as well as established channel partners to generate new business opportunities • Develop go to market plan for the specific region • Lead negotiations for large complex deals • Work closely with leadership for other functions such as Sales Engineering, Channel, finance, legal, R&D and marketing to ensure efficient alignment to regional activities and to enable optimum sales performance • Direct sales responsibility for accounts in region and attain revenue goal for new product sales • Initiate, establish and maintain contact with team members, prospects, clients, and partners within assigned territory • Develop recommendations for growth, opportunities for growth, and key target accounts in the assigned territory • Develop and maintain a complete knowledge of Tenable’s products

• Maintain and develop the existing client base through marketing and direct sales activities • Identify, qualify and develop new opportunities through prospecting and networking • Manage and maintain your territory’s sales pipeline and target key accounts and vertical markets for development • Achieve assigned monthly, quarterly and annual sales budgets and other objectives established by the Vice President of Sales • Provide monthly and quarterly sales forecasts • Manage the day to date activities of sales personnel dedicated to your region, this includes inside sales representatives and sales engineers • Consistently achieve and/or exceed your assigned quotas and revenue objectives • Utilize channel sales resources in your region as necessary • Stay abreast of competitive industry and market intelligence and provide feedback in this area to executive management • Performs other related duties as assigned

• Develop and execute comprehensive sales strategies to penetrate and expand the customer base within the assigned geographical territory. • Identify and pursue new business opportunities through targeted research and outbound cold calling. • Provide in-depth technical information and explanations to prospective clients. • Prepare precise and competitive quotes that align with client requirements. • Regularly assess and summarize competitor information and market trends to identify opportunities and threats. • Stay abreast of new product developments and industry trends by engaging in ongoing education. • Drive the closure of new business deals, ensuring alignment with company objectives. • Perform additional duties and responsibilities as deemed necessary by management.

• Develop and execute growth strategy targeting organizations in Sweden and Finland • Establish executive relationships and lead workshops • Sell the Tenable One platform and provide consultative engagements

• Build, nurture, and scale high-impact relationships with practice leaders, partner executives, and client account directors within major GSIs and Advisories across DACH. • Drive the embedding of Tenable One, Tenable Cloud Security, and Tenable OT into the standard service catalogs, security frameworks, and reference architectures of partners. • Collaborate closely with regional Tenable Enterprise Sales teams and partner client leads to identify, co-sell, and close high-value enterprise opportunities. • Work in lockstep with the EMEA Alliances leadership to ensure DACH partner strategies support overall regional growth objectives and global partner frameworks. • Design and deliver technical and commercial enablement programs, certifications, and account-mapping workshops to educate partner delivery and sales forces. • Partner with Regional Marketing to plan and execute joint marketing campaigns, roundtable events, and executive sponsorships tailored to the DACH enterprise market. • Maintain accurate sales forecasting and partner-influenced pipeline metrics using Salesforce CRM. Conduct regular Quarterly Business Reviews (QBRs) with key alliance stakeholders.

• 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.

• Deliver compelling technical presentations and live demonstrations of Tenable Enterprise products • Manage enterprise software trials and Proof of Concept evaluations, mapping unique business values with customer business objectives • Answer technical questions and provide consultative guidance on security best practices, compliance frameworks, and risk management • Apply advanced technical skills to demonstrate the value and impact of Tenable’s solutions in solving real-world customer challenges • Maintain and strengthen relationships with existing customers, while identifying and cultivating new strategic opportunities • Present thought leadership content and represent Tenable at industry events, executive briefings, and customer-facing sessions • Leverage strategic technical selling skills to engage key stakeholders, from engineers to CISOs, and influence decision-making • Travel as needed (typically around 25%) to support key customer engagements, critical sales opportunities, and high-impact cybersecurity events • Collaborate cross-functionally with product management and engineering to surface customer feedback and prioritize critical customer use cases • Help shape future innovations by identifying gaps and contributing ideas for new product features and capabilities • Deliver clear status reports for Proofs of Value (POVs) and active opportunities; this data is mission-critical for forecasting business health and ensuring alignment with territory and organizational growth goals • Meet with prospective clients to discover what their biggest security challenges and highest priority business drivers are

• Maintain and develop the existing client base through regional marketing and direct sales activities • Identify, qualify and develop new opportunities through prospecting and networking • Manage and maintain your territory’s sales pipeline and target key accounts and vertical markets for development • Achieve assigned monthly, quarterly and annual sales budgets and other regional objectives established by the Vice President of Sales • Provide monthly and quarterly sales forecasts • Manage the day-to-day activities of sales personnel dedicated to your region. This includes inside sales representatives and sales engineers • Consistently achieve and/or exceed your assigned quotas and revenue objectives • Utilize channel sales resources in your region as necessary • Stay abreast of competitive industry and market intelligence and provide feedback in this area to executive management

• Deliver compelling technical presentations and live demonstrations of Tenable Enterprise products, focusing on the Tenable One Platform. • Manage enterprise software trials and Proof of Concept evaluations, driving successful outcomes aligned with customer business objectives • Answer technical questions and provide consultative guidance on security best practices, compliance frameworks, and risk management • Apply advanced technical skills to demonstrate the value and impact of Tenable’s Exposure Management solutions in solving real-world customer challenges • Maintain and strengthen relationships with existing customers, while identifying and cultivating new strategic opportunities • Present thought leadership content and represent Tenable at industry events, executive briefings, and customer-facing sessions • Leverage strategic technical selling skills to engage key stakeholders — from engineers to CISOs — and influence decision-making • Travel as needed to support key customer engagements, sales opportunities and events. • Collaborate cross-functionally with product management and engineering to surface customer feedback and prioritize critical cloud use cases • Help shape future innovations by identifying gaps and contributing ideas for new product features and capabilities • Deliver clear and actionable status reports, including key trends, upcoming events, and alignment to territory and organizational goals