Director, Strategic Partner Accounts (Insight/Trace3)

DIRECTOR OF STRATEGIC PARTNER ACCOUNTS (Insight/Trace3)

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 Director of Strategic Partner Accounts will work with Insight and Trace3 to gain mindshare, increase technical, sales and services capabilities to achieve our sales targets. This person will work with Tanium’s Regional Partner Sales team to consistently engage & execute in each sales region.  This role will own, develop, and execute the Business Plans with his/her partner(s). Business plan will include an agreed upon partner created and Tanium created quarterly sales and pipeline targets, an enablement plan and marketing plan needed to achieve goals.

What you'll do:

• Develop and execute National Partner Business Plans for Insight and Trace3.
• Candidates living in the Phoenix, AZ area are highly preferred.
• Develop executive level relationships between both companies to increase their investment and focus on their Tanium business.
• Work with Insight and Trace3 to help them develop Tanium based advisory, deployment, integration, & managed services to support sales efforts, customers & maximize partner margins.
• Integrate Tanium into their labs so they can demo Tanium to their customers & prospects.
• Proactively work with regional partner sales to develop regional plans that drive alignment with our field teams, increase partner field based technical and sales capabilities and win business with targeted customers.
• Educate Tanium sales teams on partners unique value propositions and coach them on how to work with this partner to increase their productivity.
• Plan, coordinate, and execute meetings/workshops to train Insight and Trace3 to how identify, pitch, demo and implement Tanium.
• Develop and execute marketing programs/events/campaigns/sales plays to 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.
• 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
  • Minimum 5 years of experience in a national or dedicated partner sales role in the IT Operations and/or IT Security industry required.
  • Candidates living in the Phoenix, AZ area are highly preferred.
  • Experience working with multi-billion-dollar partners required.
  • Experience creating a national or global partnership required.
  • Experience as a quota carrying sales rep for global accounts strongly preferred.
• Other:
  • Proactive style, capable of hands-on problem-solving, with the ability to generate ideas and solutions.
  • Ability to communicate effectively with executive, sales, business development, & technical roles
  • Ability to gain trust & mindshare of Insight and Trace3 executives, sales leaders & sellers.
  • Strong organizational skills with the ability to operate independently while managing internal and external stakeholder relationships.
  • Ability to enthusiastically evangelize the Tanium message to Insight, Trace3 and their customers.
  • Desire to own all parts of a partner lifecycle including plans for accelerated partnership growth.
  • Proven success with sales ability and demonstrated knowledge of sales process.
  • 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. arme