Senior Director, Partner Sales (EMEA)

Summary/Objectives 

• Tanium is seeking a Senior Director, Partner Sales for EMEA who will report into the RVP EMEA Partner Sales. This high impact role will continue to implement our partner's first GTM model in EMEA and accelerate our partners impact on the business. This role is responsible for developing and leading all Partner Sales activities in the EMEA region. The individual that fills this position will have the opportunity to build a world class partner sales team and a highly productive partner ecosystem that will be tightly aligned with their sales peers and have a major impact on the EMEA business. 
• The Senior Director, Partner Sales (EMEA) is responsible for leading a growing team of Partner Field Sales Directors who are responsible for executing all field-related aspects of the business relationship with each partner; recruiting, on-boarding, partner planning, enablement, sales alignment, driving demand, building and selling services. 

Essential Job Functions 

• The Senior Director, Partner Sales (EMEA)'s primary objective is to generate net new business for Tanium by leveraging existing partnerships as well as building new partnerships. The person in this role is responsible for managing a broad range of sales, technical and management relationships both inside Tanium and within our partner base. In addition, this person will oversee business planning; sales targets and marketing objectives, which are reviewed with the partner and Tanium management team on a regular basis (at a minimum quarterly). Other responsibilities include: 
• Hire, develop and manage a team of Tanium Partner Field Sales Managers/Directors in EMEA 
• Enable partners to communicate Tanium value proposition, integrate Tanium into their solutions and develop services to support Tanium or are powered by Tanium 
• Proactively work with EMEA sales and sales leadership to develop and execute a partner strategy in each region and area 
• Promote to Tanium field sales the value that partners can provide and the services they can bring to customers and prospects 
• Enable partner field sales and specialists on the value that Tanium brings to their business 
• Strategise with Marketing on design and execution of marketing programs/events/campaigns to drive partner created opportunities. 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 

Minimum & Preferred Job Qualifications 

• Bachelor's degree or equivalent experience 
• Experience working with National and Regional Systems Integrators, Resellers, GSI’s, and Distribution and relationships you can leverage to accelerate our success 
• Experience in Partner Business Planning and Forecasting, inclusive of partner enablement, marketing/demand generation, sales alignment, and services creation 
• Experience in IT Operations and/or IT Security, in a business development, sales, or partner role is strongly preferred 
• Experience managing partners sales for EMEA or a large business division / geo 
• Proven process / methodology to outline expectations for the partner teams and building a culture of accountability 
• Team leadership and management experience required  
• Proactive style, capable of hands-on problem-solving, with the ability to generate ideas and solutions 
• 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