At a Glance
- Tasks: Drive customer success by managing renewals and expanding strategic accounts.
- Company: Join Tenable, a leader in cybersecurity with a culture of innovation and teamwork.
- Benefits: Competitive salary, flexible work options, and opportunities for professional growth.
- Other info: Dynamic role with mentorship opportunities and a clear path to leadership.
- Why this job: Make a real impact on major accounts while collaborating with talented professionals.
- Qualifications: Proven sales experience with large accounts and strong negotiation skills.
The predicted salary is between 66150 - 80850 £ per year.
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.
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 welcome scrutiny.
- A team player who shares knowledge freely and enjoys helping others grow.
- A hands-on approach: you build your own quotes and keep your own Salesforce records.
- Curiosity about new tools, including AI-led churn tracking, and an eye for what the data says.
- Availability for three office days a week in Staines, and travel up to 25% of the time.
Interview Process:
- Recruiter Screen – 1st Stage
- Virtual Hiring Manager Interview – 2nd Stage
- Virtual/F2F Panel Interview - 3rd Stage
- F2F Senior Leader Interview - 4th Stage
- Virtual/F2F Exec Level Call - Final Stage
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 is committed to protecting the privacy and security of your personal data.
Principal Customer Success Manager in London employer: Tenable
Tenable is an exceptional employer, offering a dynamic work environment where innovation and collaboration thrive. With a strong focus on employee growth, you will have the opportunity to work alongside some of the brightest minds in cybersecurity while contributing to meaningful projects that protect public sector entities across the UK. Our culture of belonging and respect ensures that every team member feels valued and empowered to excel in their role.
StudySmarter Expert Advice🤫
We think this is how you could land Principal Customer Success Manager in London
✨Get to Know the Company Culture
Before jumping into applications, it’s super helpful to understand the vibe at Tenable. Check out their social media, read reviews on sites like Glassdoor, and see how they engage with customers. It'll give you clues on their values and help tailor your conversation during interviews.
✨Join Customer Support Communities
Dive into online communities like those on Reddit or LinkedIn where customer support pros hang out. Participating in discussions or asking questions can make you more visible to potential recruiters and help you learn about job openings at companies like Tenable before they even post them.
✨Attend Job Fairs or Networking Events
Look out for local job fairs or events specifically for customer support roles. This is your chance to meet hiring managers face-to-face, and you might even get the opportunity to interview on the spot!
✨Show Off Your Skills with Customer Interactions
In the customer support world, showcasing your communication skills is key. Consider creating a short video introducing yourself or even doing a mock call to showcase your abilities. It's a memorable way to stand out, especially if you can share this during your interview process!
We think you need these skills to ace Principal Customer Success Manager in London
Some tips for your application 🫡
Show Off Your Communication Skills:In customer support, clear communication is key. Make sure your CV highlights any experience you've had in customer-facing roles and your ability to resolve issues. Don't shy away from including specific examples of how you've gone above and beyond to help customers – this really shows your potential in the role.
Tailor Your Cover Letter to Tenable:Your cover letter is your chance to shine! Tell us why you want to work at Tenable specifically. Mention any unique aspects of our company that resonate with you and how your skills can enhance our customer support. This personal touch will set your application apart from the rest!
Highlight Any Relevant Tools or Tech Skills:If you've used customer support software like Zendesk or Freshdesk or have experience with CRM systems, make sure to mention these in your application. Being familiar with industry-standard tools can be a big plus for us when we’re reviewing applications, as it shows you can hit the ground running!
Demonstrate Your Problem-Solving Skills:Customer support roles often require a knack for problem-solving. In your application, share examples of past experiences where you've tackled tough situations or resolved conflicts effectively. This will give us a good sense of how you handle challenges—an essential skill for success at Tenable!
How to prepare for a job interview at Tenable
✨Show Off Your People Skills
In customer support, it's all about communicating effectively. Prepare to share instances from your past experiences where you handled difficult customers or resolved conflicts. We want to hear how you empathised and found the best solutions, so think of specific examples to back up your stories!
✨Know the Tools of the Trade
Familiarise yourself with common customer support tools like Zendesk or Freshdesk, and make sure to review how you’ve used any similar systems in the past. During the interview, being able to discuss your hands-on experience with software or ticketing systems can really set you apart from the competition, so don’t skip this prep!
✨Show Genuine Enthusiasm
As this is a full-time role, employers want someone who isn’t just looking for any job, but wants to grow within customer support. Make sure to express your enthusiasm for helping customers and your desire to develop your skills. Show them why you're passionate about this field!
✨Practice Common Scenarios
Be prepared for role-playing scenarios where you might have to reassess a solution with a frustrated customer or explain a complex process in simple terms. Practising these common scenarios can help us feel more confident and demonstrate our practical skills effectively during the interview.
