Job Description
DIRECTOR OF PARTNER FIELD SALES (WEST / MID-MARKET)
Summary/Objectives
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. Expanding beyond transaction-focused product resale only partners, our partner ecosystem delivers mature relationships with consultancies, advisors, service providers and systems integrators to drive new business and expansion across customers.
The Director, Partner Field Sales works within Tanium’s Global Partner Sales team to recruit, enable, and align our sales and technical teams with our partners to achieve regional and area sales targets. This role will own, develop and execute territory plans, account mapping exercises and partner services alignment supporting Tanium’s regional sales strategy.
Essential Job Functions
· Directly support sales leadership and partners to accelerate planning, customer prospecting and overall new customer and ARR growth.
· Align to sales regions to drive regional sales engagements with all partner types and pathways.
· Be the single point of contact for sales leadership within the West region.
· Proactively work with partners to build and execute joint business and territory account mapping plans.
· Educate Tanium sales teams on partners unique value propositions and coach them on how to work with partners to increase their productivity
· Create a thoughtful partner GTM strategy for all sales leaders within region.
· Align key strategic partners to top prospects and accounts to drive large deals.
· Be highly proficient in understanding and delivering all aspects of Tanium’s value to both customers and partners.
Minimum & Preferred Job Qualifications
· 7+ years of experience in a regional or national partner sales role in the IT Operations and/or IT Security industry required. *Must be based in the Northeast US.
· Experience creating a geographic partner business or national/global partnership
· Experience as a quota carrying seller or business development position with a successful track record strongly preferred
· Proactive style, capable of hands-on problem-solving, with the ability to generate ideas and solutions
· Ability to effectively communicate with technical, business development, sales, and executive roles
· 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
Core Competencies
Tanium Competencies:
· Demonstrates initiative and motivation
· Excellent oral and written communication skills
· Team player
· Person of high ethics and integrity
· Ability to work in a fast-paced, changing environment
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About Tanium
Tanium delivers the industry’s only true real-time cloud-based endpoint management and security offering. Its platform is real-time, seamless, and autonomous, allowing security-conscious organizations to break down silos between IT and Security operations that results in reduced complexity, cost, and risk. Securing more than 32M endpoints around the world, Tanium’s customers include Fortune 100 organizations, top US retailers, top US commercial banks, and branches of the U.S. Military. It also partners with the world’s biggest technology companies, system integrators, and managed service providers to help customers realize the full potential of their IT investments. Tanium has been named to the Forbes Cloud 100 list for nine consecutive years and ranks on the Fortune 100 Best Companies to Work For. For more information on The Power of Certainty™, visit www.tanium.com and follow us on LinkedInandX.
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.
We are an organization with stakeholders around the world and 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.
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.
What you’ll get
The annual base salary range for this full-time position is $80,000 to $245,000 and this position will also be commission eligible. This range is an estimate for what Tanium will pay a new hire. The actual annual base salary offered may be adjusted based on a variety of factors, including but not limited to, location, education, skills, training, and experience.
In addition to an annual base salary, team members will receive equity awards and a generous benefits package consisting of medical, dental and vision plan, family planning benefits, health savings account, flexible spending account, transportation savings account, 401(k) retirement savings plan with company match, life, accident and disability coverage, business travel accident insurance, employee assistance programs, disability insurance, and other well-being benefits.
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