Director of Partner Field Sales

Summary

Join Tanium's Global Partner Sales team as the Director of Partner Field Sales (SLED/WEST) and play a critical role in driving sales growth within the State, Local, and Education (SLED) partner ecosystem. You will develop and execute regional SLED Partner Business Plans, recruit and enable partners, and work closely with Tanium sales and operations teams. This role requires extensive experience in State & Local Government and a proven track record in partner sales within the SLED vertical. Candidates living in California are preferred. The position offers a competitive salary, commission, equity awards, and a comprehensive benefits package.

Requirements

• Minimum 8 years of experience in a regional or national partner sales role, focused on the SLED vertical - specifically State & Local Government
• Experience working with value added resellers, system integrators, or MSPs, and a strong understanding of how these companies deliver services in the SLED vertical
• Strong knowledge of procurement vehicles (local, regional, national) across the SLED market segments
• Bachelor’s degree or equivalent experience
• 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

Responsibilities

• 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

Preferred Qualifications

• Experience working for a national services-led company, such as a VAR or system integrator
• Experience creating and successfully managing a SLED based regional or national partner
• Experience as a quota carrying sales rep or business development position with a successful track record
• Masters degree
• Candidates living in California

Benefits

• Annual base salary range: $83,000 to $250,000
• Commission eligibility
• Equity awards
• 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
• 5 days of volunteer time off (VTO)