at Tanium in Chicago, Illinois, United States
Job Description
Director of Partner Field Sales - SLED (East)
The Basics:
Tanium's State, Local and Education (SLED) partner ecosystem plays a critical 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 Director of Partner Field Sales (SLED / EAST) works within Tanium's Global Partner Sales team to recruit, enable, and align our teams with our SLED partners to achieve regional and area sales targets. This role will own, develop and execute regional SLED Partner Business Plans in the East Region, to ensure partners are skilled to sell and deliver services, in support of their Tanium business.
What you'll do:
Work with Tanium Regional Sales VP to develop and execute a Partner Plan for the business
Be the Regional SLED partner expert, supporting Tanium sales, operations and enablement teams
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
Work with partner and Tanium resources to make sure contracting vehicles are in place and constantly identify future contracts opportunities
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 (sales and engineers) how to identify, pitch, demo and implement Tanium
Develop and execute regional marketing programs/events/campaigns/sales plays with Tanium and partner marketing/sales teams to create interest and drive demand for Tanium products and services. Measure and deliver ROI metrics for all activities.
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
o Minimum 5+ years of experience in a regional or national partner sales role, focused on the SLED vertical (required).
o Understand and have complete knowledge of SLED Contract and Procurement vehicles.
o Experience working with SLED Distributors and top East SLED channel and Government Integrators (Accenture, SAIC, Deloitte)
o Experience building an efficient and effective SLED Channel/GSI/Disti program to support SLED Sellers.
o Experience working with value added resellers, system integrators, or MSPs, and a strong understanding of how these companies deliver services in the SLED vertical.
o Experience working for a national services-led company, such as a VAR or system integrator strongly preferred.
o Experience creating and successfully managing a SLED based regional or national partner.
o Experience as a quota carrying sales rep or business development position with a successful track record strongly preferred
Equal Opportunity Employer - minorities/females/veterans/individuals with disabilities/sexual orientation/gender identity
