Commercial Territory Account Manager
At a glance
Mid-level Account Management role at Tenable, Inc.. Tokyo.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Manage assigned customers through the complete sales cycle and build territory plans around revenue goals
- Qualify inbound and outbound leads, then move viable opportunities through the funnel
- Run virtual meetings, product demonstrations, follow-ups, and regional in-person customer meetings
- Keep Salesforce records current and balance pipeline priorities by deal size, likelihood, and timing
- Review wins and losses, then share lessons with account management, marketing, and technical teams
What you bring
- A business, marketing, or related degree, or equivalent experience, is required
- At least five years of overall experience, including three years in sales or account management
- A track record of reaching sales targets, developing new business, and building pipeline toward quota
- Experience with channel sales, CRM systems, sales enablement tools, and cross-functional collaboration
Who this fits
You’ll suit a self-directed, goal-focused seller who can manage several priorities while prospecting, meeting customers, and handling administrative work. The role is based in Tokyo and reports to the Country Manager for Japan. Regional in-person meetings are required when applicable, alongside virtual customer work.
From the employer
Who is Tenable?
Tenable® is the Exposure Management company. Over 40,000 organizations around the globe rely on Tenable to understand and reduce cyber risk. Our global employees support 65 percent of the Fortune 500, 50 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!
Job Purpose:
The Commercial Territory Account Manager is responsible for driving sales growth and customer engagement within assigned territory. This role is focused on identifying new business opportunities, nurturing existing customer relationships, and driving revenue growth.
Organisation Structure:
Who this role reports to: Country Manager, Japan
Principal Accountabilities:
- Manage a defined book of customers across the full sales lifecycle.
- Develop and execute a territory sales plan to meet or exceed revenue targets.
- Master MEDDPICC and Command of the Message on all opportunities.
- Conduct virtual meetings, product demos, and follow-ups with prospects and existing customers with in-person meetings required depending on the region.
- Qualify inbound and outbound leads and progress opportunities through the sales funnel.
- Maintain accurate records of all sales activities and customer interactions in salesforce.
- Collaborate with the marketing, product, and customer success teams to ensure customer satisfaction and long-term value.
- Stay current on industry trends, product updates and competitive landscape.
- Contribute to root cause analyses on wins/losses.
- Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.
Other Responsibilities:
- May perform other duties and responsibilities that management may deem necessary from time to time.
Knowledge, Skills and Experience:
- Bachelor’s degree in Business, Marketing or a related field (or equivalent experience).
- 5+ years of overall experience, with 3 years of sales experience or account management experience.
- Proven ability to meet or exceed sales targets in a fast-pace sales environment.
- Strong communication, negotiation and interpersonal skills.
- Comfortable with CRM systems and sales enablement tool.
- Self-motivated, goal-oriented, and capable of managing multiple priorities.
- Experience working with cross-functional teams.
- Experience working within the channel sales model.
- Strong live and virtual presentation skills.
- Demonstrated success in new business development and prospecting.
- Experience building and maintaining adequate sales pipeline to achieve quota.
Key Decisions:
- Account Prioritization – Determining which customers or prospects to focus on based on revenue, engagement level, and strategic fit.
- Sales Strategy – Developing and executing territory-specific sales plans and outreach strategies
- Pipeline Management – Prioritizing which deals to push forward in the sales cycle based on deal size, probability and closing timeline
- Time and Resource Management – Prioritizing tasks and managing daily/weekly workloads to balance prospecting, client meetings and administrative tasks.
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. Depending on your location, one or more of the following notices may apply to you:
General Applicant Privacy Notice
California Applicant Privacy Notice
EU/EEA/UK Applicant Privacy Notice
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