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Salary: USD 159,000 - 243,000 / annual
Tanium is seeking a Director of Strategic Partner Accounts to lead and expand relationships with two key strategic partners: Optiv and Guidepoint. This role is critical to Tanium's partner ecosystem strategy, which drives new business and expansion within existing customers through consultancies, systems integrators, and strategic resellers.
You will own the complete partner lifecycle for Optiv and Guidepoint, developing and executing global partner business plans in collaboration with partner leadership teams. Your responsibilities include:
• Develop and execute comprehensive Global Partner Business Plans for both Optiv and Guidepoint, including quarterly sales targets, pipeline goals, enablement strategies, and marketing initiatives.
• Build and maintain executive-level relationships between Tanium and both partner organizations to increase their investment and focus on Tanium business.
• Work with partners to develop Tanium-based advisory, deployment, integration, and managed services offerings that support sales efforts, enhance customer outcomes, and maximize partner margins.
• Support go-to-market initiatives for integrating Tanium into partner labs for customer and prospect demonstrations.
• Collaborate with regional partner sales teams to develop region-specific plans that drive alignment with field teams, increase partner technical and sales capabilities, and win targeted customer accounts.
• Educate Tanium sales teams on partner unique value propositions and coach them on effective collaboration strategies to increase productivity.
• Plan, coordinate, and execute training workshops to enable Optiv and Guidepoint teams to identify, pitch, demo, and implement Tanium solutions.
• Develop and execute marketing programs, events, campaigns, and sales plays to drive demand for Tanium products and services, with measurable ROI metrics.
• Design and promote effective incentive programs to generate interest and drive growth of Tanium products within partner organizations.
• Demonstrate deep knowledge of each partner's business model, strategic objectives, and success drivers, aligning relevant Tanium value propositions accordingly.
Tanium is the Autonomous IT company, recognized as a Leader in the 2026 Gartner Magic Quadrant for Endpoint Management Tools and the IDC MarketScape for Client Endpoint Management. The company has been on the Forbes Cloud 100 list for ten consecutive years.
REQUIREMENTS:
• Minimum 5 years of experience in a national or dedicated partner sales role in IT Operations and/or IT Security industry (required)
• Experience working with multi-billion-dollar partners (required)
• Experience creating a national or global partnership (required)
• Prior experience as a quota-carrying sales representative for global accounts (strongly preferred)
• Prior global knowledge of and engagement with Optiv and Guidepoint sales teams (strongly preferred)
• Knowledge of ServiceNow and/or Microsoft practices within Optiv and Guidepoint (a plus)
• Proactive, hands-on problem-solving style with ability to generate ideas and solutions
• Ability to communicate effectively with executive, sales, business development, and technical roles
• Ability to gain trust and mindshare of partner executives, sales leaders, and sellers
• Strong organizational skills with ability to operate independently while managing internal and external stakeholder relationships
• Proven sales ability and demonstrated knowledge of sales processes
• Hunter mentality (required)
Location preference: Chicago or Denver based candidates preferred, though role is remote.
