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Salary: USD 221,000 - 339,000 / annual
Tanium is seeking a Field Technologist, Strategic Partnerships to serve as the primary technical liaison between Tanium's Customer Organization and Product/Engineering teams for strategic technology partnerships with hyperscalers (Microsoft, Google Cloud, AWS), enterprise platforms (ServiceNow), and complementary technology partners (ScreenMeet).
You will provide technical leadership, support strategic customer and partner engagements, feed real-world input to product teams, and help educate the sales organization on partner value messaging. You'll work across a dynamic global environment with IT and cybersecurity practitioners, senior technical leaders, and business stakeholders through demonstrations, strategy conversations, roadmap discussions, architecture workshops, marketing events, and industry conferences.
Key responsibilities include:
**Strategic Partnership Initiatives:**
- Serve as the field technical resource for partner integrations and joint solutions across Tanium's strategic partner ecosystem
- Analyze partner solutions and roadmaps to identify future integration investment opportunities
- Engage with partners' field teams for education, enablement, and opportunity identification
- Drive enablement for Sales and Customer Org: value messaging, demonstration qualification, and opportunity identification
- Develop demonstration scripts, solution recordings, and field enablement plans spanning multiple partner integrations
- Support technical co-sell execution including marketplace transactability, partner-funded programs, and consumption commitments (e.g., Microsoft MACC, AWS EDP)
- Support Tanium's field positioning for AI and agentic capabilities inside partner platforms and how Tanium's real-time endpoint data grounds partner AI workflows
- Present at marketing events, webinars, and partner sessions
**Partner Experience:**
- Educate and train Tanium partners on technical solution details and cross-vendor solution design
- Build durable relationships with partner product, engineering, and field teams
- Serve as technical resource for partner sellers and their customers during joint pursuits
- Contribute to joint solution briefs, reference architectures, and partner-facing documentation
**Sales Results:**
- Participate in senior-stakeholder calls to gather input and shape sales-cycle objectives
- Provide technical leadership and sales advisory support; assist with technical pre-sales as SME
- Work with sales team from discovery to close to shorten cycles and improve win rates
- Architect technical solutions across IT Operations, Security, and Risk teams
**Customer, Product, and Enablement Support:**
- Help Customer Org establish value realization of existing investments and drive adoption
- Bring field and market insights to R&D and Product; translate field/partner requirements into prioritized integration requests
- Test new integrations, represent the field in design reviews and pre-release validation
- Help create and test technical competency courses and sales enablement materials
- Maintain a current, versioned library of partner integration enablement content
Travel requirement: approximately 25% to engage with customers, partners, prospects, and participate in events.
**Requirements:**
- Bachelor's degree or equivalent experience; CS degree preferred
- Working Tanium knowledge or ability to ramp quickly across the platform
- Multi-platform technology partner knowledge with solid expertise in at least one (cloud/hyperscaler or enterprise platform) and working fluency across others
- 6-8+ years in the industry with solid technical skills across networking, security, operations, scripting, and/or programming
- 5+ years in customer-facing positions; 3+ years in sales and/or strategy-focused roles (consulting, SaaS, global companies)
- Experience supporting strategic pre-sales opportunities
- Hands-on experience with partner co-sell motions (marketplace transactions, partner-sourced/attached pipeline, referral/reseller mechanics, partner portals and programs)
- Working knowledge of enterprise AI and agentic platforms and how third-party data grounds them (e.g., Microsoft Security Copilot, ServiceNow AI agents)
- Experience contributing to field enablement: certification paths, demonstration assets, train-the-trainer programs
- Comfort operating in ambiguity as portfolio changes
- Strong critical thinking, judgment, and independence on complex, loosely-scoped problems
- Clear communication for senior technical and business stakeholders with emotional intelligence and influence across extended teams
**Nice to have:**
- Advanced technical competency ("blackbelt") program experience
- Experience supporting EBR/QBR activities or contributing to Enterprise License Agreement (ELA) opportunities
