Job description
The Basics:
Build a strong, productive relationship with strategic partners while growing new business, improving retention rates of current customers, and increasing the number of partner-originated opportunities/deal registrations.
The Tanium Alliance Manager’s primary objective is to generate net new business for Tanium in the form of registered opportunities/teaming agreements and achieving revenue targets associated with both. The Alliances Manageris responsible for managing a broad range of sales, technical and management relationships within their partner base and ensuring that the Tanium field org is mapped accordingly. The Alliances Manageris responsible forexecuting on all aspects of the business relationship with each partner; on-boarding, training, pipeline reporting, win/loss reporting. In addition, the roleis responsible for business planning; sales & growth targets and marketing objectives, which are reviewed with the partner and Tanium management team on a regular basis (at a minimum quarterly).
What you’ll do:
- Develop and manage an assigned set of Tanium partners and prospective partners (eg Accenture, NTT, IBM)
- Engage in board-room level discussions, for example, how Tanium can bring value to a partner’s business
- Enable Partner sales reps with content, resources, etc. on Tanium’s product line, competitive differentiators, customer success stories, and licensing model
- Strategize with Channel Marketing Manager on the design and execution of marketing programs/events/campaigns to create interest and awareness among Partners’ customers. Measure and deliver ROI metrics for all activities
- Develop relationships and align with all members of the Tanium sales team, including Partner Solution Architects, Channel Sales Managers, Enterprise, and insides sales teams. Map Partners to our internal sales teams to maximize territory coverage
- Coordinate with Customer Success and Partner Enablement on technical enablement for relevant partners. Develop a technical enablement strategy that supports the channel sales strategy for the territory
- Proactively maintain ongoing knowledge of industry, territory, existing and target channel partner accounts, & competitive landscape
- Possess in-depth knowledge of each strategic SI’s business and what drives their success. Demonstrate value by aligning a relevant value proposition from Tanium with the partner’s strategy and objectives
We’re looking for someone with:
- 5+ years experience working with partners in the region as an alliance/channel manager with a proven success record
- Hunter mentality is a MUST
- Ability to enthusiastically evangelize the Tanium message to strategic SI’s and their customers
- Proven ability to communicate with partners at all levels - from sales rep to C-level and business owner
- Excellent presentation skills
- Mitigate/resolve channel conflict
- Willing to travel to all partner activities and to Tanium corporate activities.
- Desire to own all parts of a partner lifecycle, starting with recruitment
- Demonstrates thorough preparation for all partner meetings & activities
- Consistent follow through and follow up with customers required
- Excellent time management skills
- Proven success with sales ability and demonstrated knowledge of sales process
- Excellent organization skills & attention to detail
- Excellent verbal and written communication skills
- Demonstrated strategic thinker and independent worker that takes initiative
- Capable of hands-on problem solving, with the ability to generate ideas and solutions
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.
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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