Tanium

Director, Partner Field Sales – FED

Tanium

full-time

Posted on:

Location Type: Remote

Location: District of Columbia • United States

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Salary

💰 $80,000 - $245,000 per year

Job Level

Lead

About the role

  • 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

Requirements

  • Minimum 8 years of experience in a regional or national partner sales role, focused on the Federal vertical - specifically Civilian Federal accounts.
  • 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.
  • Experience working for a VAR or system integrator strongly preferred.
  • Experience creating and successfully managing a Federal based regional or national partner.
  • Strong knowledge of procurement vehicles across the Federal market segments.
  • Experience as a quota carrying sales rep or business development position with a successful track record strongly preferred.
  • Education – Bachelor’s degree or equivalent experience required; Masters preferred.
  • Proactive style, capable of hands-on problem-solving, with the ability to generate ideas and solutions.
  • Ability to communicate effectively verbally and in writing with technical, business development, sales, and executive roles.
  • 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 own all parts of a partner lifecycle, starting with profiling/recruitment.
  • Passion to enable partners and create excitement for Tanium products.
  • Proven success with sales ability and demonstrated knowledge of sales process.
  • Hunter mentality is a MUST.
Benefits
  • 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
  • other well-being benefits
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
partner salesbusiness developmentquota carrying salesprocurement vehiclesregional marketing programssales playsROI metricspartner lifecycle managementvalue proposition alignmentFederal market knowledge
Soft Skills
proactive problem-solvingeffective communicationorganizational skillsindependent operationstakeholder relationship managementevangelizingpassion for enabling partnerscreativity in generating ideasenthusiasmhunter mentality