Director of Alliances
Summary/Objectives
The Tanium Alliance Director's primary objective is to generate net new business for Tanium in the form of registered opportunities/teaming agreements and achieving revenue targets associated with both. The Alliance Director is responsible for managing a broad range of sales, technical and management relationships within their partner base and ensuring that the Tanium field org is mapped accordingly. The Alliance Director is responsible for executing on all aspects of the business relationship with each partner; on-boarding, training, pipeline reporting, win/loss reporting. In addition, the Alliance Director is responsible for business planning; sales & growth targets and marketing objectives, which are reviewed with the partner and Tanium management team on a regular basis.
Essential Job Functions
- Develop and manage an assigned set of Tanium strategic alliance partners such as Microsoft and ServiceNow in Japan market
- Engage in board-room level discussions, for example, how Tanium can bring value to a partner’s business
- Enable Partner sales reps with content, resources, etc. on Tanium's product line, competitive differentiators, customer success stories, and licensing model
- Strategise with Channel Marketing Manager on the design and execution of marketing programs/events/campaigns to create interest and awareness among Partners’ customers. Measure and deliver ROI metrics for all activities
- Design and promote effective SPIFs and other incentive programs to generate interest and growth of Tanium products
- Develop relationships and align with all members of the Tanium sales team, including Channel Sales Managers, Enterprise, and insides sales teams. Map Partners to our internal sales teams to maximize territory coverage
- Coordinate with Technical Account Manager’s (TAM) on technical enablement for relevant partners. Develop a technical enablement strategy that supports the channel sales strategy for the territory
- Proactively maintain ongoing knowledge of industry, territory, existing and target channel partner accounts, & competitive landscape
- Possess in-depth knowledge of each strategic SI’s business and what drives their success. Demonstrate value by aligning a relevant value proposition from Tanium with the partner’s strategy and objectives
Minimum & Preferred Job Qualifications
- Experience working with partners in the region as an alliance/channel manager with a proven success record
- Hunter mentality is a MUST
- Experience crushing quotas
- Ability to enthusiastically evangelise the Tanium message to strategic SI's and their customers
- Proven ability to communicate with partners at all levels - from sales rep to C-level and business owner
- Excellent presentation skills
- Mitigate/resolve channel conflict
- Willing to travel to all partner activities and to Tanium corporate activities.
- Desire to own all parts of a partner lifecycle, starting with profiling/recruitment
- Demonstrates thorough preparation for all partner meetings & activities
- Consistent follow through and follow up with customers required
- Excellent time management skills
- Proven success with sales ability and demonstrated knowledge of sales process
- Excellent organisation skills & attention to detail
- Excellent verbal and written communication skills
- Demonstrated strategic thinker and independent worker that takes initiative
- Capable of hands-on problem solving, with the ability to generate ideas and solutions
- Native level Japanese and business level English proficiency
Core Competencies
Tanium Competencies:
- Demonstrates initiative and motivation
- Excellent oral and written communication skills
- Team player
- Person of high ethics and integrity
- Ability to work in a fast-paced, changing environment