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Role Description

The Senior Director of Sales for the Microsoft Partnership is responsible for delivering Microsoft Sourced and Influenced NARR (New Annual Recurring Revenue). To do so, the successful candidate will expand and deepen Tanium's strategic relationship with Microsoft, by collaborating with Microsoft's Sales, Partner, Security and Azure organizations to define and drive the go-to-market execution while optimizing for customer needs, satisfaction, and adoption. The successful candidate will drive cross-functional alignment on GTM execution that captures the full surface-area of Tanium’s partnership with Microsoft. The ideal candidate has an in-depth understanding of how Microsoft operates and is a natural relationship-builder that will have existing relationships within Microsoft.

• Articulate the value of Tanium’s platform with Microsoft to decision makers and expertly manage the complex sales cycle.
• Partner with Tanium Sellers and their Leadership, to identify, progress, and close Microsoft Sourced and Influenced opportunities.
• Work with the Partner and Marketing teams to define and support prospecting and sales efforts within assigned territory and/or accounts.
• Work with and provide Leadership Team (LT) executive level communications, analysis, proposals, status/updates.
• Present to cross-industry, global executives.
• Identify and navigate key under-penetrated accounts within MSFT field.
• Work to provide product and feature mapping with MSFT key solution areas/plays.
• Manage ambiguity and solve complex problems.
• Support product collaboration and integration with Microsoft technology teams.

Qualifications

• 10-15+ years of Sales experience in the technology industry, ideally in a business development and alliance capacity.
• Strong track record of sales quota overachievement.
• Specific-to-Microsoft experience either having worked there and/or managing a partnership/alliance with Microsoft and another entity.
• Proven ability to motivate and influence third-party stakeholders without formal authority.
• Established relationships with mid-level and senior leaders in Microsoft's sales organization.
• MSFT Sales incentive awareness.
• Skilled in driving bi-directional co-sell collaboration.
• Capacity to pro-actively propel account mapping exercises to drive leads with the field.
• Experience directing and collaborating GTM activities with Microsoft field – expanding “Better Together” narrative.
• Do-what-it-takes approach; willingness to get your hands dirty.
• Alignment with Tanium values: we win as a team, we do the right thing, and we are unstoppable.

Benefits

• The annual base salary range for this full-time position is $95,000 to $285,000.
• 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
• Other well-being benefits

Company Description

Tanium is the Autonomous IT company. Driven by AI and real-time endpoint intelligence, Tanium Autonomous IT empowers IT and security teams to make their organizations unstoppable. Many of the world’s leading organizations trust Tanium’s single, unified platform for endpoint management and security to innovate faster, stay resilient and move business forward with confidence, at scale.

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.

Our commitment to excellence and innovation has earned us a place on the Forbes Cloud 100 list for ten consecutive years, and we continue to be recognized worldwide as a great place to work.

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.