Alliances Manager

Summary

Join Tanium as an Alliance Manager to cultivate strong relationships with strategic partners, driving new business growth, improving customer retention, and increasing partner-originated opportunities. You will be responsible for generating net new business through registered opportunities and teaming agreements, achieving associated revenue targets, and managing sales, technical, and management relationships within the partner base. The role involves executing all aspects of partner relationships, including onboarding, training, pipeline reporting, and win/loss reporting. You will also develop business plans, sales and growth targets, and marketing objectives, regularly reviewed with partners and Tanium management. This position requires strong communication, presentation, and strategic thinking skills, along with a proven track record in partner management and sales.

Requirements

• 5+ years experience working with partners in the region as an alliance/channel manager with a proven success record
• Hunter mentality is a MUST
• Ability to enthusiastically evangelize the Tanium message to strategic SI's and their customers
• Proven ability to communicate with partners at all levels - from sales rep to C-level and business owner
• Excellent presentation skills
• Mitigate/resolve channel conflict
• Willing to travel to all partner activities and to Tanium corporate activities
• Desire to own all parts of a partner lifecycle, starting with recruitment
• Demonstrates thorough preparation for all partner meetings & activities
• Consistent follow through and follow up with customers required
• Excellent time management skills
• Proven success with sales ability and demonstrated knowledge of sales process
• Excellent organization skills & attention to detail
• Excellent verbal and written communication skills
• Demonstrated strategic thinker and independent worker that takes initiative
• Capable of hands-on problem solving, with the ability to generate ideas and solutions

Responsibilities

• Develop and manage an assigned set of Tanium partners and prospective partners (eg Accenture, NTT, IBM)
• Engage in board-room level discussions, for example, how Tanium can bring value to a partner’s business
• Enable Partner sales reps with content, resources, etc. on Tanium's product line, competitive differentiators, customer success stories, and licensing model
• Strategize with Channel Marketing Manager on the design and execution of marketing programs/events/campaigns to create interest and awareness among Partners’ customers. Measure and deliver ROI metrics for all activities
• Develop relationships and align with all members of the Tanium sales team, including Partner Solution Architects, Channel Sales Managers, Enterprise, and insides sales teams. Map Partners to our internal sales teams to maximize territory coverage
• Coordinate with Customer Success and Partner Enablement on technical enablement for relevant partners. Develop a technical enablement strategy that supports the channel sales strategy for the territory
• Proactively maintain ongoing knowledge of industry, territory, existing and target channel partner accounts, & competitive landscape
• Possess in-depth knowledge of each strategic SI’s business and what drives their success. Demonstrate value by aligning a relevant value proposition from Tanium with the partner’s strategy and objectives

Benefits

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