Territory Account Manager

Your Role:
As the Enterprise Territory Manager, UK Public Sector, you will be at the forefront of driving high-value growth across one of our most strategic government territories. In 2026, "scanning for vulnerabilities" is a baseline commodity; your mission is to help the UK's central government departments, devolved administrations, local authorities, and public sector bodies transition from reactive patching to proactive Continuous Exposure Management (CEM) and secure the emerging AI frontier. You will own a defined UK public sector territory, driving complex platform adoption across central government, defence, health (NHS), local government, education, and Critical National Infrastructure (CNI) entities. By unifying risk data across IT, Cloud, Identity, and Operational Technology (OT) using the Tenable One platform, you will help senior civil servants and public sector leaders (CISOs, CTOs, SROs) materially reduce national and citizen risk. This role requires an owner mindset — someone who combines high activity levels, strong channel and
framework execution, and cross-functional orchestration to expand our install base, reinvigorate public sector partnerships, and close transformational government deals.
Your Opportunity:

• Strategic Public Sector Ownership: Develop and execute a high-touch growth strategy targeting new logo acquisition and deep account expansion across central government, local government, defence, health, education, and CNI organizations.
• The Power of Presence: While we embrace modern hybrid working models, we believe public sector trust is built in person. You will spend time in the field (up to 50% UK travel) conducting executive briefings, leading strategic workshops, and building rapport with senior officials face-to-face.
• Procurement & Channel Ecosystem Leverage: Capitalize on Tenable's channel-first model and public sector procurement routes — including G-Cloud, Crown Commercial Service (CCS) frameworks, and other relevant government frameworks. Collaborate hand-in-hand with leading UK VARs, Global System Integrators (GSIs), and public sector-accredited resellers to co-sell, build joint pipeline, and deliver immediate citizen and mission value.
• Sell the "Platform & AI" Vision: Lead consultative engagements centered around the Tenable One Exposure Management Platform, leveraging Tenable's latest AI thought leadership — including securing frontier AI models — to help CISOs, CTOs, and finance/commercial directors map attack paths and quantify risk to public services.
• Master Complex Infrastructures: Help public sector bodies bridge the gap between legacy government IT, cloud-native workloads, and operational technology across key domains including central government, defence, healthcare, local government, education, and critical infrastructure.
• Cross-Functional Orchestration: Act as the conductor of your territory by orchestrating local and global support resources including dedicated Enterprise Sales Engineers, Business Development, Partner Managers, and Executive Sponsors.
• Predictable Execution & Pipeline Hygiene: Maintain pristine CRM hygiene (Salesforce, Clari) and apply strict operational discipline to deliver accurate, data-backed forecasting and pipeline analysis, including visibility of framework and procurement timelines.

What You'll Need:

• Proven Public Sector Track Record: 7+ years of enterprise B2B SaaS experience, with a demonstrably successful track record of meeting/exceeding quota by closing complex, multi-year, 6- and 7-figure deals within the UK public sector or government cybersecurity market.
• Network: Extensive and established network of contacts across these target accounts Sales Methodology Expertise: Deep working knowledge and disciplined execution of structured enterprise sales frameworks, specifically MEDDPICC (or MEDDIC), to qualify, manage, and accelerate complex multi-stakeholder public sector deals.
• Procurement & Channel-First Mindset: Strong working relationships and proven co-selling success alongside UK tier-one cybersecurity channel partners, distributors, and GSIs operating in government, along with familiarity navigating public sector procurement frameworks and processes.
• The "Exposure" & AI Mindset: Strong understanding of modern cyber threats, Zero-Trust frameworks, cloud security, and the emerging risk landscape surrounding AI adoption in government.
• High EQ & Strategic Relationship Building: Excellent listening and communication skills with the diplomacy required to navigate complex public sector hierarchies and move from "vendor" to "trusted delivery partner."
• Field-Driven & Self-Motivated: High energy and a passion for being in front of public sector clients and partners, willing to travel across the UK (50%+ of the time) to drive engagement.
• Technical & Regulatory Agility: Comfortable hosting mission-outcome discussions with senior public sector stakeholders, while staying agile on regulatory and policy drivers impacting UK government, such as the NCSC Cyber Assessment Framework (CAF), GovAssure, the UK NIS Regulations 2018 (and the upcoming Cyber Security and Resilience Bill), sector-specific mandates (e.g. NHS DSPT for health, MoD cyber standards for defence), and UK CNI compliance requirements.

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