Director – Partner Field Sales – Federal

Director – Partner Field Sales – Federal

Requirements

• Minimum 8 years of experience in a regional or national partner sales role, focused on the Federal vertical – specifically Civilian Federal accounts.
• Experience working with value added resellers, system integrators, tech alliance partners, MSPs, CSPs/SPs, and a strong understanding of how these companies deliver services within the Federal vertical.
• Strong knowledge of procurement vehicles across the Federal market segments.
• Education – Bachelor’s degree or equivalent experience required; Masters preferred.

Responsibilities

• Work with Tanium Regional Sales VP to develop and execute on Partner Plan
• Activate Tanium sales teams with partner unique value propositions and coach them on how to work with partners to increase their productivity
• Proactively work with sales to identify accounts and win new/expand business
• Be the Regional Federal Civilian partner expert, supporting Tanium sales, operations and enablement teams
• Work with partner and Tanium resources to make sure contracting vehicles are in place and constantly identify future contracts opportunities
• 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 Tanium
• 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.

Preferred Qualifications

• Experience working for a VAR or system integrator strongly preferred.
• Experience as a quota carrying sales rep or business development position with a successful track record strongly preferred.
• Proactive style, capable of hands-on problem-solving, with the ability to generate ideas and solutions.
• Ability to communicate effectively verbally and in writing with technical, business development, sales, and executive roles.
• 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.
• Passion to enable partners and create excitement for Tanium products.
• Proven success with sales ability and demonstrated knowledge of sales process.
• Hunter mentality is a MUST.