Director, Partner Field Sales

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 integrat