Director of Partner Field Sales, SLED/WEST

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Requirements:

• Minimum 8 years of experience in a regional or national partner sales role, focused on the SLED vertical - specifically State & Local Government (required).
• Experience working with value added resellers, system integrators, or MSPs, and a strong understanding of how these companies deliver services in the SLED vertical.
• Experience working for a national services-led company, such as a VAR or system integrator strongly preferred
• Experience creating and successfully managing a SLED based regional or national partner.
• Strong knowledge of procurement vehicles (local, regional, national) across the SLED market segments
• Experience as a quota carrying sales rep or business development position with a successful track record strongly preferred
• Bachelor’s degree or equivalent experience required; Masters preferred

Responsibilities:

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