Senior Director, Sales - Microsoft Partnership

The Basics:

The Senior Director of Sales for the Microsoft Partnership is responsible for delivering Microsoft Sourced and Influenced NARR (New Annual Recurring Revenue). To do so, the successful candidate will expand and deepen Tanium's strategic relationship with Microsoft, by collaborating with Microsoft's Sales, Partner, Security and Azure organizations to define and drive the go-to-market execution while optimizing for customer needs, satisfaction, and adoption. The successful candidate will drive cross-functional alignment on GTM execution that captures the full surface-area of Tanium’s partnership with Microsoft. The ideal candidate has an in-depth understanding of how Microsoft operates and is a natural relationship-builder that will have existing relationships within Microsoft.

What you’ll do:

• Articulate the value of the Tanium’s platform with Microsoft to decision makers and expertly manage the complex sales cycle.
• Partner with Tanium Sellers and their Leadership, to identify, progress, and close Microsoft Sourced and Influenced opportunities.
• Work with the Partner and Marketing teams to define and support prospecting and sales efforts within assigned territory and/or accounts.
• Work with and provide Leadership Team (LT) executive level communications, analysis, proposals, status/updates.
• Present to cross-industry, global executives.
• Identify and navigate key under-penetrated accounts within MSFT field.
• Work to provide product and feature mapping with MSFT key solution areas/plays.
• Manage ambiguity and solve complex problems.
• Support product collaboration and integration with Microsoft technology teams.

We’re looking for someone with:

• 10-15+ years of Sales experience in the technology industry, ideally in a business development and alliance capacity.
• Strong track record of sales quota overachievement
• Specific-to-Microsoft experience either having worked there and/or managing a partnership/alliance with Microsoft and another entity.
• Proven ability to motivate and influence third-party stakeholders without formal authority.
• Established relationships with mid-level and senior leaders in Microsoft's sales organization.
• MSFT Sales incentive awareness
• Skilled in driving bi-directional co-sell collaboration.
• Capacity to pro-actively propel account mapping exercises to drive leads with the field.
• Experience directing and collaborating GTM activities with Microsoft field – expanding “Better Together” narrative.
• Do-what-it-takes approach; willingness to get your hands dirty
• Alignment with Tanium values: we win as a team, we do the right thing, and we are unstoppable.

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 $95,000 to $285,000. 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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