Senior Director of Sales, Tanium
Microsoft Partnership
$95-285k
+ Equity awards
Security and systems management platform
Open for applications
Security and systems management platform
1001+ employees
Open for applications
$95-285k
+ 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
- The ideal candidate has an in-depth understanding of how Microsoft operates and is a natural relationship-builder that will have existing relationships within Microsoft
- 10-15+ years of Sales experience in the technology industry, ideally in a business development and alliance capacity
- Strong track record of sales quota overachievement
- Specific-to-Microsoft experience either having worked there and/or managing a partnership/alliance with Microsoft and another entity
- Proven ability to motivate and influence third-party stakeholders without formal authority
- Established relationships with mid-level and senior leaders in Microsoft's sales organization
- MSFT Sales incentive awareness
- Skilled in driving bi-directional co-sell collaboration
- Capacity to pro-actively propel account mapping exercises to drive leads with the field
- Experience directing and collaborating GTM activities with Microsoft field – expanding “Better Together” narrative
- Do-what-it-takes approach; willingness to get your hands dirty
- Alignment with Tanium values: we win as a team, we do the right thing, and we are unstoppable
What the job involves
- The Senior Director of Sales for the Microsoft Partnership is responsible for delivering Microsoft Sourced and Influenced NARR (New Annual Recurring Revenue)
- To do so, the successful candidate will expand and deepen Tanium's strategic relationship with Microsoft, by collaborating with Microsoft's Sales, Partner, Security and Azure organizations to define and drive the go-to-market execution while optimizing for customer needs, satisfaction, and adoption
- The successful candidate will drive cross-functional alignment on GTM execution that captures the full surface-area of Tanium’s partnership with Microsoft
- Articulate the value of the Tanium’s platform with Microsoft to decision makers and expertly manage the complex sales cycle
- Partner with Tanium Sellers and their Leadership, to identify, progress, and close Microsoft Sourced and Influenced opportunities
- Work with the Partner and Marketing teams to define and support prospecting and sales efforts within assigned territory and/or accounts
- Work with and provide Leadership Team (LT) executive level communications, analysis, proposals, status/updates
- Present to cross-industry, global executives
- Identify and navigate key under-penetrated accounts within MSFT field
- Work to provide product and feature mapping with MSFT key solution areas/plays
- Manage ambiguity and solve complex problems
- Support product collaboration and integration with Microsoft technology teams
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 HQ
Lakeview, Kirkland, WA
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)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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