Manager, Technical Partnerships Business Development at Tanium

Addison, TX (Hybrid); Bellevue, WA (Hybrid); Durham, NC (Hybrid); Emeryville, CA (Hybrid); Reston, VA (Hybrid)Full-timeProduct - Shared ServicesPosted 17 days ago

About the Role

The Basics Tanium is seeking a Manager, Technical Partnerships Business Development to support and expand our technology partner ecosystem across the United States. Reporting to the Senior Director, Strategic Technology Partner Business Development, this person will manage relationships with Tanium’s technology partners, analyze and drive new opportunities with strategic technology partners, spearhead joint go-to-market initiatives, and drive partner-sourced pipeline and revenue growth. This is a mission-driven, customer-first role that calls for a strong background in technology partnerships and strategy, exceptional collaboration skills, and a passion for advancing Tanium’s mission to protect people, defend data, and secure systems. This position follows the Company’s hybrid schedule which currently requires employees to work in the office at one of the following locations a minimum of three days per week: Addison, TX; Bellevue, WA; Durham, NC; Emeryville, CA; or Reston, VA.    What you’ll do <ul> <li>Own and grow the tech partner ecosystem: Manage and deepen relationships with existing strategic technology partners while identifying and recruiting new partners that align with Tanium’s strategy, expanding our ecosystem to drive customer acquisition and retention. Build quantitative models to evaluate and prioritize new strategic business opportunities with technology partners. </li> <li data-leveltext="" data-font="Symbol" data-listid="1" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"multilevel"}" data-aria-posinset="1" data-aria-level="1">Develop joint solutions and GTM initiatives: Work closely with partners to define mutual goals and co-create joint solutions. Plan and execute go-to-market campaigns (e.g. product integrations, co-marketing programs, and sales plays) that generate pipeline and drive new revenue for both Tanium and our partners.  </li> <li data-leveltext="" data-font="Symbol" data-listid="1" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"multilevel"}" data-aria-posinset="3" data-aria-level="1">Cross-functional collaboration: Coordinate with internal teams – including Sales, Marketing, Product, Engineering, and Enablement – to ensure successful integration of partner solutions, alignment of co-selling efforts, and support for partners’ technical and business needs. </li> <li data-leveltext="" data-font="Symbol" data-listid="1" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"multilevel"}" data-aria-posinset="3" data-aria-level="1">Champion partners internally: Serve as the advocate for technology partners within Tanium. Educate and enable Tanium field teams on each partner’s value proposition and how to leverage partnerships to better serve our customers. Facilitate communication between partner and Tanium stakeholders to foster a “win as a team” environment. </li> <li data-leveltext="" data-font="Symbol" data-listid="1" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"multilevel"}" data-aria-posinset="3" data-aria-level="1">Enable and motivate partners: Provide partners with the resources, training, and support needed to ensure success. Inspire partners to invest in joint go-to-market activities and ensure they are equipped to succeed through regular enablement sessions, sharing best practices, and co-selling guidance. </li> <li data-leveltext="" data-font="Symbol" data-listid="1" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"multilevel"}" data-aria-posinset="3" data-aria-level="1">Drive accountability and reporting: Track and analyze key partnership metrics – such as partner-sourced pipeline, influenced revenue, and integration adoption – and report results to internal stakeholders. Use data-driven insights to refine partnership strategies and demonstrate the value of the partner ecosystem to Tanium’s mission. </li> <li data-leveltext="" data-font="Symbol" data-listid="1" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"multilevel"}" data-aria-posinset="3" data-aria-level="1">Strategy and industry engagement: Stay informed on industry trends and the competitive landscape to drive strategy. Represent Tanium and our technology partners at industry events or webinars as needed to evangelize joint solutions and reinforce our customer-first, mission-focused narrative. Some travel may be required. </li> </ul>  We’re looking for someone with <ul> <li data-leveltext="" data-font="Symbol" data-listid="2" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"multilevel"}" data-aria-posinset="1" data-aria-level="1">Education: BA/BS degree or equivalent work experience (MBA a plus). </li> <li data-leveltext="" data-font="Symbol" data-listid="2" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"multilevel"}" data-aria-posinset="1" data-aria-level="1">Experience: 3+ years of experience in business development, strategic partnerships, strategy consulting, or alliances within the technology sector (enterprise software/SaaS or cybersecurity preferred), with a proven record of building successful relationships that drive measurable outcomes. </li> <li data-leveltext="" data-font="Symbol" data-listid="2" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"multilevel"}" data-aria-posinset="1" data-aria-level="1">Partnership & sales acumen: Demonstrated success managing technology partnerships end-to-end, from identifying and onboarding new partners to executing joint sales motions. Familiarity with go-to-market strategies, co-selling models, and ecosystem program development is important. </li> <li data-leveltext="" data-font="Symbol" data-listid="2" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"multilevel"}" data-aria-posinset="1" data-aria-level="1">Strategic and analytical mindset: Ability to think strategically about mutual business opportunities while executing tactically. Comfortable using data and analytics to model opportunities, measure outcomes, and inform decision-making. </li> <li data-leveltext="" data-font="Symbol" data-listid="2" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"multilevel"}" data-aria-posinset="1" data-aria-level="1">Excellent communication & influence: Outstanding interpersonal and communication skills with the ability to collaborate across internal teams and engage credibly with partner executives. Able to clearly articulate Tanium’s value proposition and enthusiastically evangelize the Tanium message to partners and their customers. </li> <li data-leveltext="" data-font="Symbol" data-listid="2" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"multilevel"}" data-aria-posinset="1" data-aria-level="1">Cross-functional collaboration skills: Proven ability to work across sales, marketing, product, engineering, and other teams to drive alignment in a matrixed, fast-paced environment. Adept at building consensus and maintaining strong relationships with internal and external stakeholders. </li> <li data-leveltext="" data-font="Symbol" data-listid="2" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"multilevel"}" data-aria-posinset="1" data-aria-level="1">Drive and adaptability: A self-starter who thrives in a high-growth, rapidly evolving environment, capable of managing multiple initiatives and adapting quickly to change while maintaining focus on results. </li> <li data-leveltext="" data-font="Symbol" data-listid="2" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"multilevel"}" data-aria-posinset="1" data-aria-level="1">Values and culture match: High integrity, ethical judgment, and ownership mindset. Mission-driven and customer-first, with a collaborative “one team” approach aligned to Tanium’s values of doing the right thing, winning as a team, and pursuing excellence. </li> </ul>   About Tanium  <div>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.</div> <div> </div> <div>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. To learn how Tanium delivers Autonomous IT for unstoppable business – visit <a id="OWA8cd82040-d6a4-2e07-8c22-f773746075e4" href="http://www.tanium.com/" target="_blank" data-auth="NotApplicable" data-linkindex="0">www.tanium.com</a> and follow us on <a id="OWA51246dd5-7f28-280e-6637-139dda4774bb" href="https://www.linkedin.com/company/tanium" target="_blank" data-auth="NotApplicable" data-linkindex="1">LinkedIn</a> and <a id="OWAd79eefc3-ede9-5e26-14d4-517b82af2392" href="https://twitter.com/Tanium" target="_blank" data-auth="NotApplicable" data-linkindex="2">X</a>.</div> 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.    As a global organization with stakeholders around the world, 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.   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.   What you’ll get The annual base salary range for this full-time position is $120,000 to $184,000. 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.   For more information on how Tanium processes your personal data, please see our <a href="https://www.tanium.com/privacy-policy/" target="_blank" data-auth="NotApplicable" data-safelink="true" data-linkindex="0">Privacy Policy</a>.

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