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Partner Development Director
2 weeks ago
The Basics: Tanium’s partner ecosystem plays an important role in helping our customers transform their IT operations using our paradigm-shifting technology. Going beyond transaction-focused product resale, our symbiotic relationships with consultancies and systems integrators drive new business and expansion within existing customers. The Partner Development Director works within Tanium’s Global Partner Sales team to recruit, enable, and align our teams with our partners to achieve regional and area sales targets. This role will own, develop and execute Partner Business Plans to ensure partners are skilled to sell and deliver services in support of their Tanium business. What you'll do: Work with Tanium sales VP to develop and execute a Partner Plan for the business Engage in executive level discussions with our existing or targeted partners regarding how Tanium can add value to a partner’s business Demonstrate to partner executives and solution leaders how Tanium can become a profitable business model for them and convince them to invest in developing their Tanium business Proactively work with partner sales and Tanium sales teams to identify accounts and win new and expansion business Educate Tanium sales teams on partners unique value propositions and coach them on how to work with partners to increase their productivity Plan, coordinate and execute meetings/workshops to train our partners to how identify, pitch, demo and implement Tanium Develop and execute marketing programs/events/campaigns/sales plays to create interest and 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 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 We're looking for someone with: Experience Experience in a regional or national partner sales role in the IT Operations and/or IT Security industry required Experience creating a geographic partner business or national or global partnership required Experience as a quota carrying sales rep or business development position with a successful track record strongly preferred Other: Proactive style, capable of hands-on problem-solving, with the ability to generate ideas and solutions Ability to communicate effectively verbally and in writing with technical, business development, sales, and executive roles 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 Hunter mentality is a MUST
