Senior Director, Partner Sales

Summary

Join Tanium as a Senior Director, Partner Sales for EMEA, reporting to the RVP EMEA Partner Sales. This crucial role involves implementing a partner-first GTM model, accelerating partner impact, and building a world-class partner sales team in EMEA. You will be responsible for developing and leading all Partner Sales activities, managing a growing team of Partner Field Sales Directors, and generating net new business through existing and new partnerships. The position requires strong leadership, sales, and partner management skills, along with experience in the IT industry. Success in this role will significantly impact Tanium's EMEA business.

Requirements

• Bachelor's degree or equivalent experience
• Experience working with National and Regional Systems Integrators, Resellers, GSI’s, and Distribution and relationships you can leverage to accelerate our success
• Experience in Partner Business Planning and Forecasting, inclusive of partner enablement, marketing/demand generation, sales alignment, and services creation
• Experience managing partners sales for EMEA or a large business division / geo
• Proven process / methodology to outline expectations for the partner teams and building a culture of accountability
• Team leadership and management experience required
• Proactive style, capable of hands-on problem-solving, with the ability to generate ideas and solutions
• 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
• Proven success with sales ability and demonstrated knowledge of sales process
• Willing to travel to all partner activities and to Tanium corporate activities. Travel, primarily within the assigned region, will be required (approximately 50%)

Responsibilities

• Generate net new business for Tanium by leveraging existing partnerships as well as building new partnerships
• Manage a broad range of sales, technical and management relationships both inside Tanium and within our partner base
• Oversee business planning; sales targets and marketing objectives, which are reviewed with the partner and Tanium management team on a regular basis (at a minimum quarterly)
• Hire, develop and manage a team of Tanium Partner Field Sales Managers/Directors in EMEA
• Enable partners to communicate Tanium value proposition, integrate Tanium into their solutions and develop services to support Tanium or are powered by Tanium
• Proactively work with EMEA sales and sales leadership to develop and execute a partner strategy in each region and area
• Promote to Tanium field sales the value that partners can provide and the services they can bring to customers and prospects
• Enable partner field sales and specialists on the value that Tanium brings to their business
• Strategise with Marketing on design and execution of marketing programs/events/campaigns to drive partner created opportunities. Measure and deliver ROI metrics for all activities
• Design and promote effective incentive programs to generate interest and growth of Tanium products
• 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 in IT Operations and/or IT Security, in a business development, sales, or partner role is strongly preferred

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