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Senior Director, Partner Sales

3 weeks ago

Reading, Reading, United Kingdom Tanium Full time
Senior Director, Partner Sales (EMEA)

Summary/Objectives

  • Tanium is seeking a Senior Director, Partner Sales for EMEA who will report into the RVP EMEA Partner Sales. This high impact role will continue to implement our partner's first GTM model in EMEA and accelerate our partners' impact on the business. This role is responsible for developing and leading all Partner Sales activities in the EMEA region. The individual that fills this position will have the opportunity to build a 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 EMEA business.
  • The Senior Director, Partner Sales (EMEA) is responsible for leading a growing team of Partner Field Sales Directors who are responsible for executing all field-related aspects of the business relationship with each partner; recruiting, onboarding, partner planning, enablement, sales alignment, driving demand, building and selling services.

Essential Job Functions

  • The Senior Director, Partner Sales (EMEA)'s primary objective is to generate net new business for Tanium by leveraging existing partnerships as well as building new partnerships. The person in this role is responsible for managing a broad range of sales, technical and management relationships both inside Tanium and within our partner base. In addition, this person will oversee business planning; sales targets 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 Partner Field Sales Managers/Directors in EMEA.
  • 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 EMEA sales and sales leadership to develop and execute a partner strategy in each region and area.
  • Promote to Tanium field sales the value that partners can provide and the services they can bring to customers and prospects.
  • Enable partner field sales and specialists on the value that Tanium brings to their business.
  • Strategize with Marketing on design and execution of marketing programs/events/campaigns to drive partner-created opportunities. 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.

Minimum & Preferred Job Qualifications

  • Bachelor's degree or equivalent experience.
  • Experience working with National and Regional Systems Integrators, Resellers, GSI's, and Distribution and relationships you can leverage to accelerate our success.
  • Experience in Partner Business Planning and Forecasting, inclusive of partner enablement, marketing/demand generation, sales alignment, and services creation.
  • Experience in IT Operations and/or IT Security, in a business development, sales, or partner role is strongly preferred.
  • Experience managing partners sales for EMEA or a large business division/geo.
  • Proven process/methodology to outline expectations for the partner teams and building a culture of accountability.
  • Team leadership and management experience required.
  • Proactive style, capable of hands-on problem-solving, with the ability to generate ideas and solutions.
  • 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.
  • Willing to travel to all partner activities and to Tanium corporate activities. Travel, primarily within the assigned region, will be required (approximately 50%).

About Tanium

Tanium delivers the industry's only true real-time cloud-based endpoint management and security offering. Its platform is real-time, seamless, and autonomous, allowing security-conscious organizations to break down silos between IT and Security operations that results in reduced complexity, cost, and risk. Securing more than 32M endpoints around the world, Tanium's customers include Fortune 100 organizations, top US retailers, top US commercial banks, and branches of the U.S. Military. It also partners with the world's biggest technology companies, system integrators, and managed service providers to help customers realize the full potential of their IT investments. Tanium has been named to the Forbes Cloud 100 list for nine consecutive years and ranks on the Fortune 100 Best Companies to Work For. For more information on The Power of Certainty, visit www.tanium.com and follow us on LinkedIn and X.

On a mission. Together.

At Tanium, we are stewards of a culture that emphasizes the importance of collaboration, respect, and diversity. In our pursuit of revolutionizing the way some of the largest enterprises and governments in the world solve their most difficult IT challenges, we are strengthened by our unique perspectives and by our collective actions.

We are an organization with stakeholders around the world and it's imperative that the diversity of our customers and communities is reflected internally in our team members. We strive to create a diverse and inclusive environment where everyone feels they have opportunities to succeed and grow because we know that only together can we do great things.

Taking care of our team members

Each of our team members has 5 days set aside as volunteer time off (VTO) to contribute to the communities they live in and give back to the causes they care about most.

For more information on how Tanium processes your personal data, please see our Privacy Policy.

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