Principal Customer Success Manager

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! Your Role: You have built a career carrying a number, and now you want to grow big accounts for the long term. This role is for you. You will own renewals and expansion for 30 to 40 of Tenable's strategic customers, including the largest account in EMEA. Retention and growth in these accounts is now a top priority, so your impact will be visible fast. You will be in front of customers and in the room with senior leaders, working side by side with our Enterprise and Commercial Territory Managers and Solutions Engineers as an equal. This is a sales role with a Customer Success title. Your Opportunity: Your mandate is to keep our largest customers and grow them. You will protect recurring revenue, find the next opportunity in every account, and set the standard for what a Principal CSM looks like at Tenable. Keep our biggest customers, and keep them growing strategic customers stay when they see the value. You will make it clear, and make it last. • Own the full renewal cycle for a multi-million book, with retention as your first measure. • Spot churn and downgrade risk early, using adoption data and your own judgement. • Negotiate enterprise contracts that protect revenue and open the door to more. Turn every account into the next big deal, renewals and expansion are an equal share of the role. • Run strategic discovery with senior stakeholders to uncover high-value opportunities. • Build the business case for upsell and cross-sell across the Tenable platform. • Carry an expansion quota, and take ownership of the number. Win as one account team, you and the Territory Manager are partners, and you often carry the bigger number. • Plan each account together with Territory Managers and Solutions Engineers. • Lead critical escalations, and bring in Engineering, Support and Professional Services at pace. • Share what you hear from customers, so it shapes our product and service. Shape what Principal means, this is still a new level for us, and you will help define it. • Set the playbook for renewals and expansion in strategic accounts. • Mentor junior and senior CSMs, and show them what great looks like. • Build the experience and profile that opens a path to team leadership. What success looks like • By six months: a plan and a trusted forecast for every strategic account, and a senior contact in each one. • By twelve months: retention ahead of baseline, double-digit growth in your book, and a team that looks to you for best practice. What You'll Need: • A sales background, with a record of meeting or beating quota through renewals, upsell and cross-sell. • Experience of large, complex accounts and enterprise contract negotiation, ideally using a structured method such as MEDDPICC. • The standing to build trusted relationships with senior leaders in large organisations. • Comfort with visibility: you share account status openly and welc