Director, MSP Partners

The Basics: 

Reporting to the Head of Global MSP Sales, Tanium is seeking a Regional Sales Director for our Eastern MSP partner sales. This role is responsible for developing and expanding Tanium’s Managed Services Provider program and ecosystem that will become an integral part of the next phase of growth for Tanium. The individual that fills this position will work with key stakeholders in the regions and various corporate functions to leverage MSPs to open new markets for Tanium. 
 
As the lead for identifying, recruiting, enabling and executing sales campaigns for the Eastern half of North America, this position will work closely with internal teams including Partner Programs, Partner Operations, Partner Marketing, Partner Enablement, various field partner organizations, Sales, Finance, Legal and other groups within Tanium that support the overall Alliances and Channels organization.   
 
What you'll do:

• Americas eastern region: Identify and develop the first few MSP/MSSP partners to support the Americas business
• Evaluate potential MSP partnerships with a due diligence process that evaluates the correct business fit from both a Tanium and partner perspective
• Critical to this role is the ability to pitch the Tanium value propositions directly to the MSP mgmt team  
• Work with Legal to develop the appropriate contract frameworks for MSPs
• Work with our partner enablement team to develop any necessary modifications or adjustments to our standard partner training program
• Work with development to ensure that Tanium’s solutions are optimized for a managed service environment
• Work with engineering, finance, enablement to price, define capability requirements, appropriate training curriculum and pricing for MSPs to deliver Tanium support
• Work with sales ops and recommend internal compensation changes for sell to and sell through products and services
• Work with GEOs to develop business plan including revenue targets, investments and resource requirements and metrics 

We're looking for someone with:

• Education:
  • Bachelor's degree required
• Experience:
  • 5+ years experience working in a Business Development capacity for an IT/Software company with focus on MSPs/MSSPs and/or GSIs
  • And/Or Experience working at an MSPs or MSSP
  • Experience working in a multi-partner type Alliances & Channels organization  
  • Track record of developing new areas of business with MSPs and/or MSSPs
  • Background in direct sales in cybersecurity software a big plus
• Other:
  • Project management skills and strong attention to details
  • Ability to operate in a dynamic environment with minimal supervision
  • Excellent communication and presentation skills
  • Team player with proven track record in working effectively with cross-functional teams
  • Strong ability to influence at all levels, internally and externally
  • Creative with a drive to build something new
  • Some travel required (about 25-30%) 

About Tanium 

Tanium delivers the industry's only true real-time cloud-based endpoint management and security offering. Its converged endpoint management (XEM) 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 $70,000 to $205,000 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.

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