Director, Strategic Partner Accounts - Optiv/GuidepointThe 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, systems integrators, and strategic reseller partners drive new business and expansion within existing customers.
The Director of Strategic Partner Accounts will work with Optiv and Guidepoint 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.
Ideal candidate is Chicago or Denver based.
What you'll do:- Develop and execute Global Partner Business Plans for Optiv and Guidepoint in collaboration with the Optiv and Guidepoint partner teams.
- Must have established relationships/experience working with Optiv and Guidepoint teams.
- Candidates living in Chicago or Denver preferred.
- Develop executive level relationships between both companies to increase their investment and focus on their Tanium business.
- Work with Optiv and Guidepoint 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 Optiv and Guidepoint 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.
- 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: - 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 Optiv and Guidepoint sales teams strongly preferred
Other- 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 Optiv and Guidepoint 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 Optiv and Guidepoint 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 Optiv and Guidepoint is a plus.
- Hunter mentality is a MUST.
What you'll get The annual base salary range for this full-time position is $159,000 to $243,000 and this position will also be commission eligible. This range is an estimate for what Tanium will pay a new hire. The actual annual base salary offered may be adjusted based on a variety of factors, including but not limited to, location, education, skills, training, and experience.
In addition to an annual base salary, team members will receive equity awards and a 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 with company match, life, accident and disability coverage, business travel accident insurance, employee assistance programs, disability insurance, and other well-being benefits.
