Director of Strategic Partner Accounts, Tanium
CDW
$83-250k
+ Commission + Equity awards
Security and systems management platform
Be an early applicant
Security and systems management platform
1001+ employees
Be an early applicant
$83-250k
+ Commission + Equity awards
1001+ employees
Company mission
Tanium's mission is to provide manageability and security at scale for anything with a chip.
Role
Who you are
- 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
- 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
- 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
- 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
- Knowledge of the ServiceNow and/or Microsoft practices within CDW is a plus
- Hunter mentality is a MUST
What the job involves
- The Director of Strategic Partner Accounts will work with CDW to gain mindshare, increase technical, sales and services capabilities to achieve our sales targets
- This person will work with Tanium’s Regional Partner Sales teams to consistently engage & execute in each sales region
- This role will own, develop, and execute the Business Plans with his/her partner(s)
- Business plan will include an agreed upon Partner created and Tanium created quarterly sales and pipeline targets, an enablement plan and marketing plan needed to achieve goals
- Develop and execute Global Partner Business Plans for CDW in collaboration with the CDW partner team
- Must have established relationships/experience working with CDW teams
- Candidates living in the Chicago, IL area are highly preferred
- 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
Our take
For millions of companies, cyber security is high on the agenda, especially as remote working has become the norm. Tanium offers a security and systems management platform that allows real-time data collection at an enterprise scale. It covers customers such as AutoNation, GoDaddy, and Whirlpool who use the company’s software to stay abreast of the ever-increasing level of sophisticated cyber attacks.
A valuable tool for enterprises and government organisations, it partners with leading platforms and service providers across the world like Google Cloud, Oracle and Verizon. In doing so, it allows security and IT teams access to accurate information on the state of endpoints, helping it to realise new levels of business resilience.
Tanium added a former US Defence Secretary to its Board in 2021. A collaboration with Salesforce provided a platform that supports IT service management, remote monitoring and management, and cybersecurity capabilities. In the same year, the appointment of CFO Mark Levine could signal an IPO in the near future.
Steph
Company Specialist at Welcome to the Jungle
Insights
-11% employee growth in 12 months
Company
Funding (last 2 of 9 rounds)
Jan 2021
$150m
LATE VC
Oct 2020
$150m
LATE VC
Total funding: $805.7m
Company benefits
- Equity awards
- 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
- Business travel accident insurance
- Employee assistance programs
- Disability insurance
Company values
- We do the right thing
- We are unstoppable
- We win as a team
Company HQ
Lakeview, Kirkland, WA
Articles
Leadership
David Hindawi
(Executive Chairman)Before co-founding Tanium, David founded BigFix Inc, a systems management tool that IBM acquired, and Software Ventures, a leader in telecommunications software. They have several software patents in network communications and systems management.
Orion Hindawi
(Executive Chairman)Before co-founding Tanium with their father, David, Orion worked as the VP of Technology for BigFix, the systems management tool founded by their father. Previously served as CEO for Tanium.
Dan Streetman
(CEO, not founder)Previously served as CEO for both Allvue Systems and TIBCO. Experience as EVP of Worldwide Sales & Marketing for BMC Software and as SVP of Worldwide Alliances & Channels for Salesforce.
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