Regional Vice President, Global System Integrators

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 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 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

• Other

  • 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 GSI 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 and Tanium activities. Travel globally will be required (approximately 50%)

• Tanium Competencies

  • Demonstrates initiative and motivation

  • Excellent oral and written communication skills

  • Team player

  • Person of high ethics and integrity

  • Ability to work in a fast-paced, changing environment

About Tanium 

Tanium, the industry’s only provider of converged endpoint management (XEM), leads the paradigm shift in legacy approaches to managing complex security and technology environments. Only Tanium protects every team, endpoint, and workflow from cyber threats by integrating IT, Operations, Security, and Risk into a single platform that delivers comprehensive visibility across devices, a unified set of controls, and a common taxonomy for a single shared purpose: to protect critical information and infrastructure at scale. Tanium has been named to the Forbes Cloud 100 list for six consecutive years and ranks on Fortune’s list of the Best Large Workplaces in Technology. In fact, more than half of the Fortune 100 and the U.S. armed forces trust Tanium to protect people; defend data; secure systems; and see and control every endpoint, team, and workflow everywhere. That’s the power of certainty. Visit www.tanium.com and follow us on LinkedIn and Twitter.

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. 

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.   

What you’ll get 

The annual base salary range for this full-time position is $90,000 to $270,00 and this position will also be commission eligible.. This range is an estimate for what Tanium will pay a new hire. The actual annual base salary offered may be adjusted based on a variety of factors, including but not limited to, location, education, skills, training, and experience.

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, and other well-being benefits.

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