Director, Partner Field Sales



Sales & Business Development
United States · Remote
Posted on Tuesday, July 2, 2024

Director of Partner Field Sales - SLED (East)

The Basics:

Tanium’s State, Local and Education (SLED) partner ecosystem plays a critical role in helping our customers transform their IT operations using our paradigm-shifting technology. Going beyond transaction-focused product resale, our symbiotic relationships with consultancies and systems integrators drive new business and expansion within existing customers.

The Director of Partner Field Sales (SLED / EAST) works within Tanium’s Global Partner Sales team to recruit, enable, and align our teams with our SLED partners to achieve regional and area sales targets. This role will own, develop and execute regional SLED Partner Business Plans in the East Region, to ensure partners are skilled to sell and deliver services, in support of their Tanium business.

What you'll do:

· Work with Tanium Regional Sales VP to develop and execute a Partner Plan for the business

· Be the Regional SLED partner expert, supporting Tanium sales, operations and enablement teams

· Engage in executive level discussions with our existing or targeted partners regarding how Tanium can add value to a partner’s business

· Demonstrate to partner executives and solution leaders how Tanium can become a profitable business model for them and convince them to invest in developing their Tanium business

· Proactively work with partner sales and Tanium sales teams to identify accounts and win new and expansion business

· Work with partner and Tanium resources to make sure contracting vehicles are in place and constantly identify future contracts opportunities

· Educate Tanium sales teams on partners unique value propositions and coach them on how to work with partners to increase their productivity

· Plan, coordinate and execute meetings/workshops to train our partners (sales and engineers) how to identify, pitch, demo and implement Tanium

· Develop and execute regional marketing programs/events/campaigns/sales plays with Tanium and partner marketing/sales teams to create interest and drive demand for Tanium products and services. Measure and deliver ROI metrics for all activities.

· Proactively maintain ongoing knowledge of industry, territory, existing and target partner accounts, & competitive landscape

· 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 objectives.

We're looking for someone with:

· Experience

o Minimum 5+ years of experience in a regional or national partner sales role, focused on the SLED vertical (required).

o Understand and have complete knowledge of SLED Contract and Procurement vehicles.

o Experience working with SLED Distributors and top East SLED channel and Government Integrators (Accenture, SAIC, Deloitte)

o Experience building an efficient and effective SLED Channel/GSI/Disti program to support SLED Sellers.

o Experience working with value added resellers, system integrators, or MSPs, and a strong understanding of how these companies deliver services in the SLED vertical.

o Experience working for a national services-led company, such as a VAR or system integrator strongly preferred.

o Experience creating and successfully managing a SLED based regional or national partner.

o Experience as a quota carrying sales rep or business development position with a successful track record strongly preferred

o Education – Bachelor’s degree or equivalent experience required; Masters preferred

· Other:

o Proactive style, capable of hands-on problem-solving, with the ability to generate ideas and solutions

o Ability to communicate effectively verbally and in writing with technical, business development, sales, and executive roles

o Strong organizational skills with the ability to operate independently while managing internal and external stakeholder relationships

o Ability to enthusiastically evangelize the Tanium message to strategic partners and their customers

o Desire to own all parts of a partner lifecycle, starting with profiling/recruitment

o Passion to enable partners and create excitement for Tanium products

o Proven success with sales ability and demonstrated knowledge of sales process

o Hunter mentality is a MUST

About Tanium

Tanium, the industry’s only provider of converged endpoint management (XEM), leads the paradigm shift in legacy approaches to managing complex security and technology environments. Only Tanium protects every team, endpoint, and workflow from cyber threats by integrating IT, Operations, Security, and Risk into a single platform that delivers comprehensive visibility across devices, a unified set of controls, and a common taxonomy for a single shared purpose: to protect critical information and infrastructure at scale. Tanium has been named to the Forbes Cloud 100 list for six consecutive years and ranks on Fortune’s list of the Best Large Workplaces in Technology. In fact, more than half of the Fortune 100 and the U.S. armed forces trust Tanium to protect people; defend data; secure systems; and see and control every endpoint, team, and workflow everywhere. That’s the power of certainty. Visit and follow us on LinkedIn and Twitter.

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. 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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