Director, Partner Field Sales

The Director, Partner Field Sales at Tanium is responsible for recruiting and aligning with partners to drive regional sales strategies. This role entails developing territory plans, facilitating communication between partners and sales teams, and educating the sales force on partner value propositions to enhance productivity. Moreover, the director collaborates closely with sales leadership to accelerate planning and customer engagement.

Candidates for the Director, Partner Field Sales position at Tanium should possess strong organizational skills and a deep understanding of both IT Operations and IT Security. A proactive problem-solving style is essential, along with the ability to communicate effectively across various roles. Having a track record in partner sales and a strong sales process knowledge will also be highly advantageous.

Applicants for the Director, Partner Field Sales at Tanium should have a minimum of 7 years of experience in partner sales roles within the IT sector. This includes experience in developing partnerships at various levels and a strong background in sales, ideally with a proven history of quota achievement and business development.

The Director, Partner Field Sales significantly impacts Tanium's success by developing strategic partnerships that facilitate sales growth and customer satisfaction. By aligning the sales and technical teams with key partners, they help accelerate customer engagement and drive ARR growth across regions, ensuring that both Tanium and its partners benefit from collaborative success.

Working as a Director, Partner Field Sales at Tanium offers numerous opportunities for professional growth. This includes the chance to work with industry leaders, access to continuous learning resources, and the ability to lead strategic initiatives that can shape the future of the company's partner ecosystem. Employees also enjoy a supportive culture that promotes collaboration and inclusion.

Yes, the Director, Partner Field Sales position at Tanium is a fully remote role based in the UK. This flexibility allows team members to work in an environment tailored to their productivity while contributing to Tanium's mission of delivering exceptional IT solutions globally.

Tanium is recognized for its commitment to diversity, respect, and collaboration, making it an excellent workplace for professionals in the tech industry. The company values the unique perspectives of its employees and fosters a culture that encourages innovation and personal development. Additionally, Tanium’s award-winning solutions and strong market position provide a solid foundation for professionals looking to thrive.

When answering this question, focus on specific partnerships you've established and how these strategies led to significant sales growth. Detail the methods you used to build relationships, align business objectives, and how those partnerships enhanced customer engagement. Using metrics to showcase your success can make your response more compelling.

Effective prioritization is key in managing multiple partner relationships. Discuss your organizational strategies, such as creating a communication schedule or utilizing CRM tools to keep track of interactions. Highlight your flexibility to adapt as partnerships evolve while ensuring that all collaborators feel valued and engaged.

Explain your methods for educating sales teams, which may include structured training sessions, informal lunch-and-learns, or comprehensive resource documents. Emphasize the importance of aligning sales strategies with partner benefits so that the sales team can confidently convey this information to prospects and clients.

Describe your recruitment strategy by discussing your research methodologies to identify potential partners and how you assess their alignment with Tanium's goals. Talk about how you articulate Tanium's value proposition to prospective partners, ensuring that the potential relationship is mutually beneficial.

Share a real-life example that highlights your role in developing and executing a joint business plan. Describe the goals, the strategies applied, and the outcomes achieved, along with how collaboration with the partner was fostered throughout the process. This showcases your hands-on experience and strategic thinking.

Be honest about a challenge you faced, whether it was a misalignment in goals or market changes impacting partnership success. Discuss the steps you took to address the issue, including communication and negotiation, and the eventual positive outcome. This demonstrates your problem-solving capabilities.

Discuss the resources you utilize to stay informed, such as industry publications, networking events, or professional development courses. Share how this knowledge has influenced your strategies in partner management and alignment with sales goals. This reflects your proactive approach to staying relevant in a competitive market.

Explain the metrics and KPIs you use to evaluate partnership success, such as sales growth, lead generation, or customer feedback. Discuss any tools or methodologies that aid in gathering and analyzing data to ensure that initiatives are continuously improving and delivering value.

Address the importance of open communication and conflict resolution strategies, such as initiating direct conversations, understanding different perspectives, and finding common ground. Share any specific techniques you’ve employed in the past that successfully resolved conflicts while preserving the partnership.

Reflect on your skills, experiences, and the company culture at Tanium. Highlight your extensive background in partner sales, your ability to foster relationships, and how your values align with Tanium’s mission. Convey your excitement about providing innovative solutions to clients and supporting the company's growth.