at Tanium in Chicago, Illinois, United States
Job Description
The Basics:
Tanium is seeking a Regional Vice President (RVP), Partner Sales focused on growing our GSI (Global System Integrator) partnerships and business. This role will report into the SVP of Partner Sales with global responsibility. This high impact role will evaluate & implement our GSI partnerships globally with a focus on building a robust ecosystem of GSIs delivering successful outcomes through service, practices and solution offerings. This role is responsible for developing and leading a team of Strategic Partner Account Directors tied to the largest and most important GSI partners around the world. The individual that fills this position will have the opportunity to build on an already world class partner sales team and a highly productive partner ecosystem that will be tightly aligned with their sales peers and have a major impact on the global business.
What you'll do:
The RVP, Partner Sales Global System Integrators' primary objectives are to 1.) generate net new business for Tanium by leveraging existing partnerships as well as building new partnerships. 2.) Working with the GSI partner community to build services and practices tied to delivering value with Tanium. 3.) Work closely with Tanium senior sales leadership to integrate the GSIs capabilities and practices into Tanium's GTM strategy.
The person in this role is responsible for managing a broad range of sales, technical and management relationships both inside Tanium and within our GSI partner base. In addition, this person will oversee business planning, sales targets, sales forecasts and marketing objectives, which are reviewed with the partner and Tanium management team on a regular basis (at a minimum quarterly). Other responsibilities include:
- Hire, develop and manage a team of Tanium Director of Strategic Partner Accounts.
- Engage in board-room-level discussions regarding how Tanium together with our GSI partners can bring value to our expanding sales GTM strategy, propose investments required and clearly understand and articulate the potential return on investment.
- Enable partners to communicate Tanium value proposition, integrate Tanium into their solutions and develop services to support Tanium or are powered by Tanium.
- Proactively work with sales, partner sales and sales leadership to develop and execute a GSI partner strategy in each region and area.
- Promote to Tanium field sales the value that GSI partners can provide and the services they can bring to customers and prospects.
- Strategize with Marketing on design and execution of marketing programs/events/campaigns to drive partner sourced opportunities. Measure and deliver ROI metrics for all activities.
- Proactively maintain ongoing knowledge of industry, territory, GSI partner eco-system & competitive landscape.
- Possess an in-depth knowledge of building and executing joint strategic partner business plans. Demonstrate value by aligning a relevant value proposition from Tanium with the GSI partner's strategy and objectives.
We're looking for someone with:
- Education
- Bachelor's degree or equivalent experience, MBA preferred
- Experience
- Proven experience communicating and interacting with Senior Executives and ability to convey strategy and tactics at the most senior executive levels.
- Experience working with top global Systems Integrators and possess executive level relationships you can leverage to accelerate our success with GSI partners.
- Experience in advanced and mutual Partner Business Planning, inclusive of partner executive team, internal...
Equal Opportunity Employer - minorities/females/veterans/individuals with disabilities/sexual orientation/gender identity
