Channel Security Engineer UK

Your Role:

As a Channel Security Engineer at Tenable, you are the strategic, technical bridge between our Go-To-Market (GTM) teams and our EMEA partner ecosystem. Your primary mission is to continue to transform our Distributors and Value Added Resellers (VARs) into highly capable, independent extensions of our own pre-sales team.
 

You are a dynamic, social individual who enjoys human connection, understanding that channel success is inherently a collective effort and relies on presence as much as knowledge. Rather than operating in isolation, your remit is to orchestrate the full weight of Tenable’s resources, aligning our internal experts with your partners to drive mutual commercial success. You know how to take the broader concepts of Exposure Management, the ever changing landscape of AI, and the wider security landscape, formulating them into actionable, profitable strategies that fit
seamlessly into a partner's existing portfolio.

Key Responsibilities:

• Primary Technical Partner Advocate: You will be the face of Tenable for our UK partner community, the first person they call when they need a technical steer or a strategic sounding board. Your goal is to move beyond mere "support" and instead build genuine, long-term trust with partner engineers. By acting as their dedicated champion, you ensure that recommending Tenable becomes second nature to them, effectively making our platform their default choice in a competitive market.
• Dynamic Field Engagement: You will be out in the field, representing Tenable’s market-leading vision at key partner events across the UK and Europe. Whilst you will not be performing or directly overseeing Proof of Values (PoVs) yourself, you are the critical orchestrator, identifying the requirement, qualifying the opportunity, and aligning the right technical experts from within Tenable to execute the PoV and secure the win.
• Cross-Functional GTM Collaboration: You will actively span internal and external teams, aligning with Tenable’s direct sales, marketing, and channel management. We all share the same objective to win, and you will act as the technical linchpin ensuring our channel strategy moves in lockstep with broader regional GTM goals.
• Translating Tech into Commercial Value: You will take the broad principles of Exposure Management and translate them into a commercial language that partners can readily take to market. You will focus on how the Tenable One Exposure Management Platform integrates into a partner's specific strategy, demonstrating exactly how our solutions enhance their portfolio and drive tangible value for their clients.
• Strategic Partner Enablement: You will execute a programme to elevate our partners’ technical autonomy. You are not operating in a silo, you have the entire force of Tenable behind you. Your role is to leverage our corporate resources, enablement materials, and internal teams to build out a loyal, capable extension of our pre-sales organisation.
• Create and Nurture Guardians: Tenable’s flagship partner SEs are those who are invited to join our Guardian program, giving you access to insider knowledge, beta code and all the things that our internal SEs would get. This is the pinnacle of our partner SE landscape and is critical to how we gain more traction.

What You Bring (The Ideal Candidate):

• The "Human" Element: You are an outgoing, high-energy communicator who genuinely enjoys being in front of partners. Your presence is engaging, and you have the collaborative mindset needed to bridge the gap between internal teams and external partners, ensuring everyone is moving in the same direction.
• Strategic Channel Intuition: You bring 5+ years of experience in Pre-Sales or Partner Engineering, specifically within a two-tier channel model. You understand the "why" behind the business, navigating the distinct operational and commercial dynamics of Distributors and VARs.
• The Role of the Orchestrator: You don’t need to be the deepest architectural expert in every room. Instead, your strength lies in translation and coordination. You can turn complex Exposure Management principles into compelling commercial propositions and, crucially, you know exactly when and how to pull in any of Tenable’s considerable resources to help. You are not a lone-wolf here.
• A Blueprint for Growth: You have a proven track record of transforming transactional relationships into strategic partnerships. You know how to coach and mentor partner engineers, guiding them from being "just a reseller" to becoming a true, seamless extension of the Tenable pre-sales team.

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