Summary/Objectives
The Director, Partner Field Sales is responsible for direct sales engagement with top strategic accounts, while closely collaborating with partners, as all business in LATAM is conducted through the partner ecosystem. This role will support the recruitment, enablement, and alignment of our sales and technical teams with partners to drive regional and area sales targets. Additionally, the Director will own, develop, and execute territory plans, account mapping initiatives, and partner service alignment in support of Tanium’s regional sales strategy.
Essential Job Functions
- Focus on top strategic accounts in Sao Paulo and top strategic accounts outside of Brasilia and Rio de Janeiro. Including banks and financial institutions.
- Directly support sales leadership and partners to accelerate planning, customer prospecting and overall new customer and ARR growth.
- Be the single point of contact for sales leadership within the specific territory and region.
- Proactively work with partners to build and execute joint business and territory account mapping plans.
- Help to train and coach partners on specific territory on how to increase their productivity
- Create a thoughtful partner GTM strategy for all sales leaders within the region.
- Align key strategic partners to top prospects and accounts to drive large deals.
- Be highly proficient in understanding and delivering all aspects of Tanium’s value to both customers and partners.
Minimum & Preferred Job Qualifications
- 7+ years of experience in a regional or national partner sales role in the IT Operations and/or IT Security industry required
- Experience creating a geographic partner business or national/global partnership
- Experience as a quota carrying seller or business development position with a successful track record strongly preferred
- Proactive style, capable of hands-on problem-solving, with the ability to generate ideas and solutions
- Ability to effectively communicate 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
- Proven success with sales ability and demonstrated knowledge of sales process
Tanium Competencies:
- Demonstrates initiative and motivation
- Excellent oral and written communication skills
- Person of high ethics and integrity
- Ability to work in a fast-paced, changing environment
Security & Privacy Roles & Responsibilities
All roles at Tanium have access to Tanium Confidential Information, therefore, Tanium assigns a universal Position Risk Designation to all roles to hold everyone to the highest possible standard. All roles at Tanium are subject to the following requirements:
- Protection of Tanium information and other assets
- Compliance with Tanium policies and terms of applicable agreements with Tanium
Work Requirements
Travel Requirements: Travel inside Brazil to manage some strategic customers on different states in Brazil, ability to travel to United States for training, meetings, etc.
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