Director, Partner Field Sales (FED)

Director of Partner Field Sales, Federal

The Basics:

Tanium’s Federal 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 non-traditional partners and systems integrators drive new business and expansion within existing customers.

The Director of Partner Field Sales, Federal works within Tanium’s Global Partner Sales team to recruit, enable, and align our teams with our Federal partners to achieve territory-based sales targets. This role will own, develop and execute regional Federal Partner Business Plans with a focus on Federal Civilian customers to ensure partners are skilled to sell and deliver services, in support of their Tanium business. Candidates living in the DC Metro area are preferred. Must have extensive experience in Federal Civilian accounts (required).

What you'll do:

· Work with Tanium Regional Sales VP to develop and execute on Partner Plan

· Activate Tanium sales teams with partner unique value propositions and coach them on how to work with partners to increase their productivity

· Proactively work with sales to identify accounts and win new/expand business

· Be the Regional Federal Civilian partner expert, supporting Tanium sales, operations and enablement teams

· Work with partner and Tanium resources to make sure contracting vehicles are in place and constantly identify future contracts opportunities

· 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 Tanium

· 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 8 years of experience in a regional or national partner sales role, focused on the Federal vertical - specifically Civilian Federal accounts.

o Experience working with value added resellers, system integrators, tech alliance partners, MSPs, CSPs/SPs, and a strong understanding of how these companies deliver services within the Federal vertical.

o Experience working for a VAR or system integrator strongly preferred.

o Experience creating and successfully managing a Federal based regional or national partner.

o Strong knowledge of procurement vehicles across the Federal market segments.

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 

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 strengthened by our unique perspectives and by our collective actions.   

As a global organization with stakeholders around the world, it’s imperative that the diversity of our customers and communities is reflected internally in our team members. We strive to create a diverse and inclusive environment where everyone feels they have opportunities to succeed and grow because we know that only together can we do great things.  

Our commitment to excellence and innovation has earned us a place on the Forbes Cloud 100 list for ten consecutive years, and we continue to be recognized worldwide as a great place to work. 

Taking care of our team members 

Each of our team members has 5 days set aside as volunteer time off (VTO) to contribute to the communities they live in and give back to the causes they care about most.   

What you’ll get

The annual base salary range for this full-time position is $80,000 to $245,000 and this position will also be commission eligible. This range is an estimate for what Tanium will pay a new hire. The actual annual base salary offered may be adjusted based on a variety of factors, including but not limited to, location, education, skills, training, and experience. 

In addition to an annual base salary, team members will receive equity awards and a generous benefits package consisting of medical, dental and vision plan, family planning benefits, health savings account, flexible spending account, transportation savings account, 401(k) retirement savings plan with company match, life, accident and disability coverage, business travel accident insurance, employee assistance programs, disability insurance, and other well-being benefits.

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