Director of Strategic Partner Accounts, Tanium
MSP
$95-285k
+ Equity + Commission eligible
Security and systems management platform
Be an early applicant
Security and systems management platform
1001+ employees
Be an early applicant
$95-285k
+ Equity + Commission eligible
1001+ employees
Company mission
Tanium's mission is to provide manageability and security at scale for anything with a chip.
Role
Who you are
- 10+ years experience working in a Business Development capacity for an IT/Software company with focus on MSPs/MSSPs and/or GSIs
- Experience working in a multi-partner type Alliances & Channels organization
- Track record of developing new areas of business with MSPs and/or MSSPs
- Background in direct sales in cybersecurity software a big plus
- Project management skills and strong attention to details
- Ability to operate in a dynamic environment with minimal supervision
- Excellent communication and presentation skills
- Team player with proven track record in working effectively with cross-functional teams
- Strong ability to influence at all levels, internally and externally
- Creative with a drive to build something new
- Some travel required (about 25-30%)
What the job involves
- Reporting to the VP, Partner Sales, Tanium is seeking a Director, Global MSP Partners
- This role is responsible for developing and expanding Tanium’s Managed Services Provider program and ecosystem that will become an integral part of the next phase of growth for Tanium
- The individual that fills this position will work with key stakeholders in the regions and various corporate functions to leverage MSPs to open new markets for Tanium, as well as lead a team of MSP Partner Directors
- As the lead for identifying, recruiting, enabling and executing sales campaigns, this position will work closely with internal teams including Partner Programs, Partner Operations, Partner Marketing, Partner Enablement, various field partner organizations, Sales, Finance, Legal and other groups within Tanium that support the overall Alliances and Channels organization
- Identify and develop MSP/MSSP partners to support the business across the globe
- Evaluate potential MSP partnerships with a due diligence process that evaluates the correct business fit from both a Tanium and partner perspective
- Critical to this role is the ability to pitch the Tanium value propositions directly to the MSP management team
- Work with Legal to develop the appropriate contract frameworks for MSPs
- Work with our partner enablement team to develop any necessary modifications or adjustments to our standard partner training program
- Work with development to ensure that Tanium’s solutions are optimized for a managed service environment
- Work with engineering, finance, enablement to price, define capability requirements, appropriate training curriculum and pricing for MSPs to deliver Tanium support
- Work with sales ops and recommend internal compensation changes for sell to and sell through products and services
- Work with GEOs to develop business plan including revenue targets, investments and resource requirements and metrics
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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