Director, Strategic Partner Accounts

Summary

Join Tanium as the Director of Strategic Partner Accounts and collaborate with CDW to boost sales and expand market presence. You will develop and execute comprehensive business plans, cultivate executive-level relationships, and enhance CDW's technical and sales capabilities. This role demands strong communication, organizational skills, and proven success in partner sales within the IT industry. Responsibilities include developing marketing programs, training CDW teams, and aligning regional plans with Tanium's field teams. The ideal candidate possesses extensive experience in partner sales, particularly with multi-billion-dollar partners, and a deep understanding of the IT operations and security landscape.

Requirements

• Minimum 5 years of experience in a national or dedicated partner sales role in the IT Operations and/or IT Security industry required
• Experience working with multi-billion-dollar partners required
• Experience creating a national or global partnership required
• Proactive style, capable of hands-on problem-solving, with the ability to generate ideas and solutions
• Ability to communicate effectively with executive, sales, business development, & technical roles
• Ability to gain trust & mindshare of CDW executives, sales leaders & sellers
• Strong organizational skills with the ability to operate independently while managing internal and external stakeholder relationships
• Ability to enthusiastically evangelize the Tanium message to CDW and their customers
• Desire to own all parts of a partner lifecycle including plans for accelerated partnership growth
• Proven success with sales ability and demonstrated knowledge of sales process
• Hunter mentality is a MUST

Responsibilities

• Develop and execute Global Partner Business Plans for CDW in collaboration with the CDW partner team
• Develop executive level relationships between both companies to increase their investment and focus on their Tanium business
• Work with CDW to help them develop Tanium based advisory, deployment, integration, & managed services to support sales efforts, customers & maximize partner margins
• Support the GTM for the Integration of Tanium into their labs so they can demo Tanium to their customers & prospects
• Proactively work with regional partner sales to develop regional plans that drive alignment with our field teams, increase partner field based technical and sales capabilities and win business with targeted customers
• Educate Tanium sales teams on partners unique value propositions and coach them on how to work with this partner to increase their productivity
• Plan, coordinate, and execute meetings/workshops to train CDW to identify, pitch, demo and implement Tanium
• Develop and execute marketing programs/events/campaigns/sales plays to drive demand for Tanium products and services. Measure and deliver ROI metrics for all activities
• Design and promote effective incentive programs to generate interest and growth of Tanium products
• 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

• Prior experience as a quota carrying sales rep for global accounts strongly preferred
• Prior global knowledge of and engagement with CDW sales teams strongly preferred
• Candidates living in the Chicago, IL area are highly preferred
• Knowledge of the ServiceNow and/or Microsoft practices within CDW is a plus

Benefits

• The annual base salary range for this full-time position is $83,000 to $250,000 and this position will also be commission eligible
• 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
• 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