Director, Partner Field Sales (SLED)

Director of Partner Field Sales SLED (Central) 

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) 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 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 SLED vertical business
• Be the Regional SLED partner expert across a 20 state territory, supporting Tanium sales, operations and enablement teams (50% travel)
• 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
• Minimum 8 years of experience in a regional or national partner sales role, focused on the SLED vertical - specifically State & Local Government (required).
• Experience working with value added resellers, system integrators, or MSPs, and a strong understanding of how these companies deliver services in the SLED vertical.
• Experience working for a national services-led company, such as a VAR or system integrator strongly preferred
• Experience creating and successfully managing a SLED based regional or national partner.
• Strong knowledge of procurement vehicles (local, regional, national) across the SLED market segments
• Prior experience partnering with ServiceNow and/or Microsoft is highly desired
• Experience as a quota carrying sales rep or business development position with a successful track record strongly preferred
• 50% travel required throughout a 20 US State territory.   Preferred locations include:  St. Louis, Chicago, Raleigh-Durham, Nashville.
• Education – Bachelor’s degree or equivalent experience required; Masters preferred

About Tanium 

Tanium delivers the industry's only true real-time cloud-based endpoint management and security offering. Its platform is real-time, seamless, and autonomous, allowing security-conscious organizations to break down silos between IT and Security operations that results in reduced complexity, cost, and risk. Securing more than 32M endpoints around the world, Tanium's customers include Fortune 100 organizations, top US retailers, top US commercial banks, and branches of the U.S. Military. It also partners with the world's biggest technology companies, system integrators, and managed service providers to help customers realize the full potential of their IT investments. Tanium has been named to the Forbes Cloud 100 list for nine consecutive years and ranks on the Fortune 100 Best Companies to Work For. For more information on The Power of Certainty™, visit