Director, Strategic Partner Accounts

The Basics:

Tanium’s partner ecosystem plays a critical role in helping our customers protect their organization, their people, and what matters most. Our technology allows customers to redefine what’s possible with the power of certainty. The Tanium value proposition offers a unique opportunity to profit and create impactful services practices for the largest partner organizations in the world.

The Director, Strategic Partner Accounts will be instrumental in working with the largest and most strategic national and global partners to gain mindshare, increase technical, sales and services capabilities to achieve our sales targets. This person will deliver strategic business plans and be responsible for ensuring partners are skilled to both sell and deliver services in support of their Tanium business.

What you’ll do:

• Be the single point of contact and fully accountable to grow the most strategic partners within a large regional or global level.
• Be fully responsible for driving and delivering new customer and ARR growth across all business and go-to-market motions of strategic partner.
• Develop and execute advanced business plans that include detailed sales, marketing, technical and services strategies.
• Develop executive level relationships between both companies to increase their investment and focus in their Tanium business.
• Work with partner to help them develop Tanium based services to support their sales efforts and their customers
• Educate Tanium sales teams on partners unique value propositions and coach them on how to work with this partner to increase their productivity
• Educate/enable partner technical resources to identify, discuss and promote Tanium internally as well as in customer conversations
• Have a deep understanding of Tanium technology and value and be able to effectively deliver to both customers and partners
• Possess an in-depth knowledge of each strategic partner business and what drives their success. Demonstrate value by aligning a relevant value proposition from Tanium with the partner's strategy and objective
• Have a maniacal focus on successful customer outcomes through partners

We’re looking for someone with:

Experience:

• Minimum 7 years of experience in a national/global partner sales role in the IT Operations and/or IT Security industry required
• Experience working with large enterprise focused integrators, MSPs or GSI with deep technical and services knowledge preferred
• Experience creating a geographic partner business across national or global partnerships required
• Experience as a quota carrying seller or business development position with a successful track record strongly preferred

Other:

• Deep understanding of how to create and execute services strategies with large partner organizations.
• Existing C-level relationships with large SI and GSI partners around the world
• Strong organizational skills with the ability to operate independently while managing internal and external stakeholder relationships
• Ability to enthusiastically evangelize the Tanium message to strategic partners and their customers
• Desire to own all parts of a partner lifecycle, starting with profiling/recruitment
• Proven success with sales ability and demonstrated knowledge of sales process

About Tanium

On a mission. Together.

At Tanium, we are stewards of a culture that emphasizes the importance of collaboration, respect, and diversity. In our pursuit of revolutionizing the way some of the largest enterprises and governments in the world solve their most difficult IT challenges, we are strengthened by our unique perspectives and by our collective actions.

As a global organization with stakeholders around the world, it’s imperative that the diversity of our customers and communities is reflected internally in our team members. We strive to create a diverse and inclusive environment where everyone feels they have opportunities to succeed and grow because we know that only together can we do great things.

Our commitment to excellence and innovation has earned us a place on the Forbes Cloud 100 list for ten consecutive years, and we continue to be recognized worldwide as a great place to work.

Taking care of our team members

Each of our team members has 5 days set aside as volunteer time off (VTO) to contribute to the communities they live in and give back to the causes they care about most.

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Originally posted on Himalayas