Tanium is hiring a

Director, Channels

Madrid, Spain

Channel Director - Spain

The Basics:

Build a strong, productive relationship with SI partners while growing new business, improving retention rates of current customers and increasing the number of partner-originated opportunities/deal registrations.

What you’ll do:

The Tanium Field Channel 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 Channel 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 Channel 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 Channel 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 (at a minimum quarterly). 

  • Develop and manage an assigned set of Tanium partners and prospective partners (eg Telefonica).
  • Engage in board-room level discussions re: 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 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 maximise 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 an 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.

We’re looking for someone with:

  • Experience working with regional SI's including Telefonica as a channel manager with 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, takes initiative
  • Capable of hands-on problem solving, with ability to generate ideas and solutions
  • Bachelor’s degree preferred

About Tanium 

Tanium offers an endpoint management and security platform built for the world’s most demanding IT environments. Many of the world’s largest and most sophisticated organizations —  including nearly half of the Fortune 100, top retailers and financial institutions, and multiple branches of the U.S. Armed Forces — rely on Tanium to make confident decisions, operate efficiently, and remain resilient against disruption. Tanium has been named to the Forbes Cloud 100 list of “Top 100 Private Companies in Cloud Computing” for five consecutive years and ranks 4th on FORTUNE’s list of the “Best Workplaces in Technology 2020.” 

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. 

Taking care of our team members 

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.