Director of Partner Field Sales, Federal

 

The Basics:

Tanium’s Federal partner ecosystem plays a critical role in helping our customers transform their IT operations using our paradigm-shifting technology. Going beyond transaction-focused product resale, our symbiotic relationships with non-traditional partners and systems integrators drive new business and expansion within existing customers.

The Director of Partner Field Sales, Federal works within Tanium’s Global Partner Sales team to recruit, enable, and align our teams with our Federal partners to achieve territory-based sales targets. This role will own, develop and execute regional Federal Partner Business Plans with a focus on Federal Civilian customers to ensure partners are skilled to sell and deliver services, in support of their Tanium business. Candidates living in the DC Metro area are preferred. Must have extensive experience in Federal Civilian accounts (required).

What you'll do:

  • 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

 

 

We're looking for someone with:

  • Experience
    • 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.
    • Experience working for a VAR or system integrator strongly preferred.
    • Experience creating and successfully managing a FED based regional or national partner.
    • Strong knowledge of procurement vehicles across the Federal market segments.
    • Experience as a quota carrying sales rep or business development position with a successful track record strongly preferred.
    • Education – Bachelor’s degree or equivalent experience required; Masters preferred.
  • Other:
    • 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.

 

 

About Tanium 

Tanium delivers the industry's only true real-time cloud-based endpoint management and security offering. Its platform is real-time, seamless, and autonomous, allowing security-conscious organizations to break down silos between IT and Security operations that results in reduced complexity, cost, and risk. Securing more than 32M endpoints around the world, Tanium's customers include Fortune 100 organizations, top US retailers, top US commercial banks, and branches of the U.S. Military. It also partners with the world's biggest technology companies, system integrators, and managed service providers to help customers realize the full potential of their IT investments. Tanium has been named to the Forbes Cloud 100 list for nine consecutive years and ranks on the Fortune 100 Best Companies to Work For. For more information on The Power of Certainty™, visit www.tanium.com and follow us on LinkedIn and X. 

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 $80,000 to $245,000 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.

 

For more information on how Tanium processes your personal data, please see our Privacy Policy

Apply for this Job

* Required
resume chosen  
Dropbox
(File types: pdf, doc, docx, txt, rtf)
Cancel
cover_letter chosen  
Dropbox
(File types: pdf, doc, docx, txt, rtf)
Cancel
Voluntary Self-Identification

To comply with government reporting obligations, we ask candidates to respond to the below self-identification survey. In addition, this information helps Tanium to have an inclusive environment for all by identifying and removing barriers in our hiring practices. Completing this form will help us achieve this goal and enhance our diversity program. Providing this information is voluntary and you may decline to self-identify for any of the categories below. Whatever your decision, your responses will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file. 

As set forth in Tanium’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law. 

Race & Ethnicity Definitions

  • Hispanic or Latino - A person of Cuban, Mexican, Puerto Rican, South or Central American, or other Spanish culture or origin regardless of race.  
  • White (Not Hispanic or Latino) - A person having origins in any of the original peoples of Europe, the Middle East, or North Africa.  
  • Black or African American (Not Hispanic or Latino) - A person having origins in any of the black racial groups of Africa.  
  • Native Hawaiian or Other Pacific Islander (Not Hispanic or Latino) - A person having origins in any of the peoples of Hawaii, Guam, Samoa, or other Pacific Islands.  
  • Asian (Not Hispanic or Latino) - A person having origins in any of the original peoples of the Far East, Southeast Asia, or the Indian Subcontinent, including, for example, Cambodia, China, India, Japan, Korea, Malaysia, Pakistan, the Philippine Islands, Thailand, and Vietnam.  
  • American Indian or Alaska Native (Not Hispanic or Latino) - A person having origins in any of the original peoples of North and South America (including Central America), and who maintain tribal affiliation or community attachment.  
  • Two or More Races (Not Hispanic or Latino) - All persons who identify with more than one of the above six races. 

Categories of Protected Veterans

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows: 

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability. 

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service. 

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense. 

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985. 

 

Voluntary Self-Identification of Disability

Why are you being asked to complete this form? 

We are a federal contractor or subcontractor required by law to provide equal employment opportunity to qualified people with disabilities. We are also required to measure our progress toward having at least 7% of our workforce be individuals with disabilities. To do this, we must ask applicants and employees if they have a disability or have ever had a disability. Because a person may become disabled at any time, we ask all of our employees to update their information at least every five years. 

Identifying yourself as an individual with a disability is voluntary, and we hope that you will choose to do so. Your answer will be maintained confidentially and not be seen by selecting officials or anyone else involved in making personnel decisions. Completing the form will not negatively impact you in any way, regardless of whether you have self-identified in the past. For more information about this form or the equal employment obligations of federal contractors under Section 503 of the Rehabilitation Act, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp. 

How do you know if you have a disability? 

You are considered to have a disability if you have a physical or mental impairment or medical condition that substantially limits a major life activity, or if you have a history or record of such an impairment or medical condition. 

Disabilities include, but are not limited to: 

  • Autism 
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, or HIV/AIDS 
  • Blind or low vision 
  • Cancer 
  • Cardiovascular or heart disease 
  • Celiac disease 
  • Cerebral palsy 
  • Deaf or hard of hearing 
  • Depression or anxiety 
  • Diabetes 
  • Epilepsy 
  • Gastrointestinal disorders, for example, Crohn's Disease, or irritable bowel syndrome 
  • Intellectual disability 
  • Missing limbs or partially missing limbs 
  • Nervous system condition for example, migraine headaches, Parkinson’s disease, or Multiple sclerosis (MS) 
  • Psychiatric condition, for example, bipolar disorder, schizophrenia, PTSD, or major depression 

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete. 

 

Gender: What gender do you most closely identify with? (Select one) *







Race/Ethnic Background: What ethnicity do you most closely identify with? (Select one) *








Veteran Status: Are you a protected veteran? (Select one) *



Disability Status: Do you have a disability that substantially limits a major life activity, as described above? (Select one) *



Enter the verification code sent to to confirm you are not a robot, then submit your application.

This application was flagged as potential bot traffic. To resubmit your application, turn off any VPNs, clear the browser's cache and cookies, or try another browser. If you still can't submit it, contact our support team through the help center.