The Basics
At Tanium, our Field Chief Information Officer (CIO), Strategic Partnerships fulfills a necessary role in our organization to serve internal and external customers, as well as partners, by delivering technical strategy leadership in order to meet Tanium business outcomes.
The Field CIO will have a high impact role in working with the broad internal and external community, providing thought leadership, supporting strategic customer and partner engagements, and actively providing real world feedback to product teams to enhance the product, driving new features before they are released, and helping educate the sales organization on key developments, along with value messaging. The role expects dynamic and engaging communications and presentation skills, plus the ability to engage and relate to a broad audience.
The Field CIO will function as the primary liaison between the Customer Org and Product/Engineering teams with respect to the strategic partnership (Microsoft). Additionally, the Field CIO will collaborate with the Research & Development (GTO), Product Management, Partner Management, Strategy, Sales, Marketing, and Enablement teams. The Field CIO will serve as the field leader in the specific technology partner integrations, balancing both subject matter expertise and sales acumen to ensure the successful ongoing execution aligned with Tanium goals: sales, customer, and partner success.
As Field CIO, you will be responsible for functioning in a dynamic global environment, communicating with a wide variety of internal and external stakeholders – from IT and cybersecurity professional to C-level executive roles. You will engage with global opportunities to position the partner integration strategy in individual customers, prospects, and partners. This may include demonstrations, strategy presentations, roadmap discussions, architecture & design workshops, and more. The Field CIO will be the public face of the strategic partnership, delivering marketing events and participating in industry conferences.
What you’ll do
- Manage strategic partnership initiative by:
- Function as the field technical leader for partner integrations (Microsoft).
- Analyzing vendor solutions and roadmap to identify opportunities for future integration investments.
- Engage with strategic partner field representatives for education, enablement, and opportunity identification.
- Lead enablement efforts for Sales to ensure consistent, relevant value messaging.
- Lead enablement efforts for the Customer Org to ensure technical expertise, demonstration qualification, opportunity identification, and value messaging to assist with sales opportunities.
- Develop demonstration scripts, technology solution recordings, and field enablement plans.
- Assist marketing with appropriate collateral development and messaging, as well as event planning & staffing.
- Serve as lead presenter at marketing events and industry conferences.
- Improve partner experience by:
- Education and training of Tanium partners regarding technical solution details, as well as cross-vendor solution design.
- Assistance with opportunity identification.
- Driving sales results by:
- Creating Executive perspective on key business drivers, market trends and industry insights.
- Participating in C level executive calls with leadership and customers to collect input turning them into challenges and objectives for the sales cycle.
- Thought leadership and holistic sales advisory support.
- Assisting with technical pre-sales opportunities as a subject matter expert.
- Consult and develop presentations to show distinct relationships between key business drivers, objectives and measurable outcomes.
- Working directly with our world-class sales team from initial discovery to deal close to shorten sales cycles and improve closing rates.
- Architecting complex technical solutions fulfilling business requirements across IT Operations, Security, and Risk teams.
- Assisting sales in identifying opportunities to solve customer business challenges through combined technology integration solutions, positioning Tanium and Microsoft to effectively solve those challenges.
- Functioning as a high-level technical subject matter expert throughout sales engagements, ensuring that tactical motions in the pre-sales and POV processes line up with strategic account goals.
- Participating in, or leading, marketing events.
- Support existing customers by:
- Help our customer org establish and understand value realization of existing investments.
- Support EBR and QBR activities for existing clients with advisory, thought leadership, and executive alignment.
- Help strategize ELA opportunities and deliver ELA presentations as a strategic layer.
- Support R&D and Product by:
- Help design architecture, participate in product planning calls.
- Bring new technology trends and market insights to product and R&D teams from the field at executive level.
- Test and collect feedback from customers, partners on new integrations, and capabilities of Tanium.
- Support Enablement by:
- Help create/test technical competency courses for integrations.
- Help with sales enablement materials and advise on improvements.
- Lead workshops, pre and post sales awareness discussions, and SKO/TKO activities (on stage).
- Lead blackbelt programs, measuring success and building strong competency across the org.
We’re looking for someone with
- Education
- Bachelor's degree or equivalent experience
- CS Degree preferred
- Experience:
- In-depth Tanium knowledge across the platform.
- In-depth Microsoft knowledge (10+ years).
- 10+ years in the industry with solid technical skills in multiple areas such as networking, security, operations, scripting, and/or programming.
- 10+ years of experience in customer-facing positions.
- 5+ years in sales and/or strategy focused roles (consulting, saas, global companies).
- Experience managing strategic pre-sales opportunities.
- Prior experience and breadth of knowledge needed to lead customers and internal teams.
- Has mastered many new concepts and technologies; continually striving to master the Tanium platform and modules.
- Critical thinking and problem solving; can break problems down into manageable, ordered piece parts and masterfully convey the problem statement and plan to others.
- Good Judgement; takes self-governed, consistent, action to prioritize and weigh cost and value in order to determine the action most appropriately aligned with the Tanium and our mission.
- Independent; can work on the most complex problems; should be able to complete tasks that are not well documented; participate in projects specific to their current skills and follow established technical support procedures only requiring help on more complex initiatives or issues.
- Communication; have mastered executive communication and demonstrate emotional intelligence, and patience, in all forms of communication.
- Influencing; demonstrate strong and consistent influence skills, working effectively with the extended team and strategic customers, to present logical and compelling arguments to enhance innovation and efficiencies.
- Leadership; constructively lead in recognizing when conditions have changed and the team needs to adapt. This requires an attitude and drive that also leads the team in spotting emerging trends and patterns quickly, solving hard problems, and generating creative solutions.
Work Requirements
- Travel Requirements: 50% of time expected to travel to engage with customers, partners and prospects in person, as well as participation in events.
About Tanium
Tanium delivers the industry's only true real-time cloud-based endpoint management and security offering. Its 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 $130,000 to $390,000. 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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