Senior Director, Federal Alliances

Senior Director / Federal Alliances (FSI)   The Basics: Tanium’s partner ecosystem plays an important 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 Senior Director works within Tanium’s Global Partner Sales team to recruit, enable, and align our teams with our partners to achieve regional and area sales targets. This role will own, develop, and execute Partner Business Plans to ensure partners are skilled to sell and deliver services in support of their Tanium business. This is a senior-level individual contributor position with a competitive compensation plan based on major program milestones and wins. The primary focus of this position will be to gain presence within targeted Federal Systems Integrators and capture major government program business (sell through).   What you’ll do:

• Work with Tanium Sales leaders to develop and execute a Partner Plan for the business. Strong focus on Federal Systems Integrators.
• Provide Business Development, Capture and Proposal support.
• Prospect, plan, and lead executive-level discussions with existing or targeted partners regarding how Tanium can add value to a partner’s business and resulting in joint pipeline development
• Demonstrate to partner executives and solution leaders how Tanium can become a profitable business model for them and close them on investing in partnering with Tanium
• Proactively work with partner and field sales teams to identify accounts and win new and expansion business
• 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 to how identify, pitch, demo and implement Tanium
• Develop and execute marketing programs/events/campaigns/sales plays to create interest and drive demand for Tanium products and services. Measure and deliver ROI metrics for all activities
• Design and promote effective incentive programs to generate interest and growth of Tanium products
• 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:

• Significant partner sales experience selling through Federal Systems Integrators.
• Expertise in driving the adoption of Tanium’s platform and manage relationships with existing and new FSI’s.
• A strong team mentality - selling is a team sport at Tanium, where managing and using virtual resources to tackle large and complex sales cycles is a must have skill
• Proven track record of exceeding quota
• Must be based in the DC Metro area
• Successful background building and cultivating relationships with partner ecosystems including Channel Partners, FSI’s, Resellers and Distributors.
• Excellent communication and presentation skills.
• Ability to work in a fast-paced, changing environment.

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 www.tanium.com 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 str