Tanium delivers Autonomous Endpoint Management (AEM) with the industry’s only true real-time platform for AI.

Field CIO, Strategic Partnerships

Account ManagerSalesFull TimeRemoteTeam 1,001-5,000Since 2007H1B SponsorCompany Site LinkedIn

Location

United States

Posted

95 days ago

Salary

$130K - $390K / year

Bachelor Degree10 yrs expEnglish

Job Description

• Manage strategic partnership initiative by: • Function as the field technical leader for partner integrations (Microsoft). • Analyzing vendor solutions and roadmap to identify opportunities for future integration investments. • Engage with strategic partner field representatives for education, enablement, and opportunity identification. • Lead enablement efforts for Sales to ensure consistent, relevant value messaging. • Lead enablement efforts for the Customer Org to ensure technical expertise, demonstration qualification, opportunity identification, and value messaging to assist with sales opportunities. • Develop demonstration scripts, technology solution recordings, and field enablement plans. • Assist marketing with appropriate collateral development and messaging, as well as event planning & staffing. • Serve as lead presenter at marketing events and industry conferences. • Improve partner experience by: • Education and training of Tanium partners regarding technical solution details, as well as cross-vendor solution design. • Assistance with opportunity identification. • Driving sales results by: • Creating Executive perspective on key business drivers, market trends and industry insights. • Participating in C level executive calls with leadership and customers to collect input turning them into challenges and objectives for the sales cycle. • Thought leadership and holistic sales advisory support. • Assisting with technical pre-sales opportunities as a subject matter expert. • Consult and develop presentations to show distinct relationships between key business drivers, objectives and measurable outcomes. • Working directly with our world-class sales team from initial discovery to deal close to shorten sales cycles and improve closing rates. • Architecting complex technical solutions fulfilling business requirements across IT Operations, Security, and Risk teams. • Assisting sales in identifying opportunities to solve customer business challenges through combined technology integration solutions, positioning Tanium and Microsoft to effectively solve those challenges. • Functioning as a high-level technical subject matter expert throughout sales engagements, ensuring that tactical motions in the pre-sales and POV processes line up with strategic account goals. • Participating in, or leading, marketing events. • Support existing customers by: • Help our customer org establish and understand value realization of existing investments. • Support EBR and QBR activities for existing clients with advisory, thought leadership, and executive alignment. • Help strategize ELA opportunities and deliver ELA presentations as a strategic layer. • Support R&D and Product by: • Help design architecture, participate in product planning calls. • Bring new technology trends and market insights to product and R&D teams from the field at executive level. • Test and collect feedback from customers, partners on new integrations, and capabilities of Tanium. • Support Enablement by: • Help create/test technical competency courses for integrations. • Help with sales enablement materials and advise on improvements. • Lead workshops, pre and post sales awareness discussions, and SKO/TKO activities (on stage). • Lead blackbelt programs, measuring success and building strong competency across the org.

Job Requirements

Bachelor's degree or equivalent experience
CS Degree preferred
In-depth Tanium knowledge across the platform.
In-depth Microsoft knowledge (10+ years).
10+ years in the industry with solid technical skills in multiple areas such as networking, security, operations, scripting, and/or programming.
10+ years of experience in customer-facing positions.
5+ years in sales and/or strategy focused roles (consulting, saas, global companies).
Experience managing strategic pre-sales opportunities.
Prior experience and breadth of knowledge needed to lead customers and internal teams.
Has mastered many new concepts and technologies; continually striving to master the Tanium platform and modules.
Critical thinking and problem solving; can break problems down into manageable, ordered piece parts and masterfully convey the problem statement and plan to others.
Good Judgement; takes self-governed, consistent, action to prioritize and weigh cost and value in order to determine the action most appropriately aligned with the Tanium and our mission.
Independent; can work on the most complex problems; should be able to complete tasks that are not well documented; participate in projects specific to their current skills and follow established technical support procedures only requiring help on more complex initiatives or issues.
Communication; have mastered executive communication and demonstrate emotional intelligence, and patience, in all forms of communication.
Influencing; demonstrate strong and consistent influence skills, working effectively with the extended team and strategic customers, to present logical and compelling arguments to enhance innovation and efficiencies.
Leadership; constructively lead in recognizing when conditions have changed and the team needs to adapt. This requires an attitude and drive that also leads the team in spotting emerging trends and patterns quickly, solving hard problems, and generating creative solutions.