The Basics:Tanium's alliances with Microsoft, AWS, and Google Cloud are among the most important growth levers in the company, and this role owns the marketing side of all three. As Partner Marketing Manager, Cloud Alliances, you are Tanium's marketing face to our cloud partners: the person their partner marketing teams plan with, negotiate with, and build with. You will build joint marketing plans directly with your marketing counterparts at Microsoft, AWS, and Google Cloud, own budget negotiations with each partner, secure and manage Market Development Funds (MDF), and combine MDF with Tanium's own budget into one funded, coordinated investment plan per partner.
Those plans exist to produce pipeline. This is a builder's role with unambiguous accountability: the campaigns you run must generate Marketing Qualified Leads (MQLs) that Tanium's telesales team validates and converts into Sales Qualified Leads (SQLs) with material pipeline attached. You will design the campaigns, own the lead handoff, tune the funnel with telesales every week, and carry the numbers: MQL volume and quality, MQL-to-SQL conversion, and partner-sourced and partner-influenced pipeline.
This is a high-impact senior individual contributor role built for a modern, AI-fluent marketer. Enterprise buyers increasingly research in ChatGPT, Copilot, and Gemini alongside traditional search, so you plan for visibility in AI assistants as deliberately as you plan a conference booth, and you run physical and digital programs as one integrated plan with one pipeline number.
This position follows the Company's hybrid schedule which currently requires employees to work in the office at one of the following locations a minimum of three days per week: Addison, TX; Bellevue, WA; Durham, NC; Emeryville, CA; or Reston, VA.What you'll do:- Own joint marketing planning with Microsoft, AWS, and Google Cloud: Serve as Tanium's single marketing owner for all three cloud alliances. Build trusted, durable relationships with partner marketing, field marketing, and partner development counterparts at each company, and build data-informed, per-partner joint marketing plans aligned to each partner's co-sell and marketplace priorities and to Tanium's pipeline goals. Own the planning cadence end to end: annual and quarterly plan development, regular working sessions, and quarterly business reviews with partner marketing leadership.
- Negotiate and own the joint marketing budget: Lead budget negotiations with each partner. Secure and manage MDF through the full lifecycle: proposal development, fund requests, execution, claims and compliance, and ROI reporting. Build combined marketing plans funded by MDF plus Tanium budget, make every dollar accountable to pipeline, and defend the investment strategy with data.
- Build the partner demand generation engine: Design and run always-on, co-branded campaigns targeting joint accounts and each partner's own sellers. Own campaign architecture end to end: audience and account selection, offer and content strategy, channel mix, lead capture, nurture, attribution, and closed-loop reporting in Salesforce and various marketing tools/platforms.
- Own the MQL-to-SQL handoff: Define lead scoring, routing, and follow-up SLAs with Tanium's telesales team so every partner-generated MQL gets validated fast. Run a standing feedback loop with telesales on lead quality, talk tracks, and conversion blockers, and enable them with partner-specific context so MQLs become SQLs with real pipeline attached.
- Make Tanium discoverable in the AI era: Complement SEO with Generative Engine Optimization (GEO, also known as AEO) so Tanium and joint solution content surfaces in ChatGPT, Copilot, Gemini, and Perplexity answers. Use AI visibility platforms to measure citations, share of voice, and sentiment, and optimize joint content for citability.
- Run paid programs on established and emerging AI channels: Plan and optimize paid media on LinkedIn while piloting emerging AI advertising channels, including ChatGPT ads through OpenAI's Ads Manager, ads in Google AI Overviews and AI Mode, and Microsoft Copilot sponsored placements, with a disciplined test-and-learn approach and clear success criteria.
- Orchestrate physical and virtual tactics as one integrated plan: Combine flagship conference presence (Microsoft Ignite, AWS re:Invent, Google Cloud Next), regional field events, executive dinners and roundtables, and partner-hosted events with webinars, digital campaigns, content syndication, and paid media, all mapped to the same target accounts and pipeline goals, so every physical touch has digital air cover and follow-up built in.
- Measure everything and report it: Own the funnel dashboard for the cloud alliances: MQL volume and quality, MQL-to-SQL conversion, pipeline sourced and influenced, cost per SQL, and MDF utilization and ROI. Bring the numbers to partner QBRs and internal leadership reviews and use them to reallocate budget quickly.
- Represent Tanium externally and advocate internally: Be a visible presence for Tanium at partner events and executive engagements, and serve as the internal champion for cloud alliance marketing across sales, telesales, alliances, product marketing, and executive stakeholders.
We're looking for someone with:- Education: BA/BS degree or equivalent work experience.
- Experience: 6-8+ years of B2B marketing experience, including 3+ years in partner or alliance marketing working directly with at least one hyperscaler (Microsoft, AWS, or Google Cloud).
- Partner funding fluency: Demonstrated success securing and managing MDF and co-marketing funds end to end, from fund request through execution, claims, and ROI reporting, and navigating partner marketing portals and programs such as Microsoft Partner Center, AWS Partner Central, and Google Cloud Partner Advantage. You have negotiated funding with a partner and delivered the ROI story afterward.
- Demand generation depth: A track record of building full-funnel campaigns accountable for MQL targets, including hands-on work with telesales, SDR, or inside sales teams on lead scoring, routing, SLAs, and feedback loops, with measurable pipeline to show for it.
- Modern AI fluency: Daily use of AI tools to accelerate content, campaign operations, and analysis; practical command of both SEO and GEO/AEO; and a strong point of view on AI visibility measurement and emerging AI advertising channels.
- Integrated execution range: Proven ability to run physical programs (third-party conferences, field events, executive engagements) and virtual programs (webinars, paid digital, content syndication) as one coordinated plan, not separate tracks.
- Negotiation and executive presence: The credibility to negotiate budgets with some of the largest technology companies in the world, crisp written and verbal communication, and the ability to drive outcomes across partner organizations and internal teams without direct authority.
- Martech proficiency: Fluency with Salesforce and a marketing automation platform such as Marketo, with a data-driven approach to campaign measurement and optimization.
- Values alignment: High integrity and an ownership mindset, with a commitment to doing the right thing, winning as a team, and pursuing excellence in a fast-paced, high-growth environment.
What you'll getThe annual base salary range for this full-time position is $100,000 to $155,000 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.
