Business Development Manager – GSIs & Advisories (DACH)

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!

Your Role

We are seeking an experienced, highly strategic, and results-driven Business Development Manager (BDM) to lead and scale our partnerships with Global System Integrators (GSIs) (e.g., Accenture, Capgemini, PwC, Deloitte, KPMG) and key Tier-1 IT Advisories across the DACH region (Germany, Austria, Switzerland).

Reporting directly to the Senior Director of GSI & Alliances EMEA, you will be the primary architect of Tenable’s go-to-market (GTM) strategy within the DACH GSI and Advisory ecosystem. Your focus will be on embedding Tenable’s Exposure Management solutions into the repeatable service architectures, managed security services (MSSP), large-scale digital transformation initiatives, and cyber advisory practices of our strategic partners, aligning local execution with our broader EMEA alliance strategy.

Key Responsibilities

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

• Experience: 7+ years of experience in Enterprise Software Sales, AllianceManagement, or Business Development within the cybersecurity industry.
• GSI Ecosystem Expertise: A proven track record of managing and closing business through or with global integrators and major advisories in the DACH region.
• Cybersecurity Acumen: Strong foundational knowledge of Exposure Management, Cloud Security (CNAPP), Identity Security, or Operational Technology (OT/IoT).
• Complex Navigation Skills: Demonstrable ability to navigate the complex, matrixed environments of global consulting firms to find and activate key decision-makers.
• Language Skills: Fluency in both German and English (written and spoken) is required. Swiss-German or French is a plus.
• Travel: Ability to travel approximately 40-50% across Germany, Austria, and Switzerland for partner meetings and industry events.

• Competitive compensation package (Base + OTE commission structure).
• Comprehensive health, wellness, and pension benefits tailored to local DACH regulations.
• A high degree of autonomy inside a collaborative, fast-paced, and highly innovative global environment.
• Continuous learning and professional development paths within a market-leading cybersecurity ecosystem.

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