Tanium is hiring a

Director of Strategic Accounts - Salesforce Overlay (NorCal)

Remote

The Basics:

As Director of Strategic Accounts (DSA) for the Salesforce overlay team – you will have the unique opportunity to be part of a transformational partnership between Salesforce and Tanium focused on driving adoption of the new IT Service Center solution (a combination of IT Service Management (ITSM) and IT Operations Management (ITOM)).  This role will be instrumental in the development and execution of sales strategies, go-to-market activities, and ultimately targeted penetration into the $13B ITSM/ITOM market.  As a DSA, you will work as part of a cross functional team, collaborating withSalesforce, as well as Tanium engineering, product management, sales, marketing, channels and alliances, Technical Solutions Engineers (TSE), and, most importantly, customers.  The goal of the team will be to ensure alignment of our overall product vision, enable and excite core sales teams in both organizations, create demand/pipeline for IT Service Center, help drive opportunities to closure, and uncover new upsell opportunities for the Tanium field. 

What you'll do:

  • Collaborate with GTM Enablement leaders to create and deliver a full catalog of high-value training to Salesforce and Tanium sellers
  • Work closely with Salesforce sales and marketing to generate pipeline and qualify prospects for the ITSM/ITOM solution
  • Drive discussions with initial customers/prospects to define/capture differentiated product value to meet core unmet needs by current ITSM solutions
  • Partner with Technical Solutions Engineers (TSEs) in conducting initial product demonstrations and presentations that are tailored to the prospect and focused on their business drivers 
  • Steer sales motions and enablement to increase Tanium value/sales beyond ITSM packages 
  • Leverage joint account planning collateral, opportunity tracking across both organizations including pipeline management, as well as reporting and tracking of new and existing opportunities
  • Achieve regional financial targets 
  • Monitor how the ITSM/ITOM solution is resonating with customers and report on strengths and key areas for improvement in product, messaging, sales strategy, etc. 
  • Develop champions, highlight wins, and drive momentum for the ITSM/ITOM solution in your region
  • Collaborate with Global Alliance team leaders (across SFDC and Tanium) to design and execute partner enablement programs
  • Be and remain an expert in your field

We're looking for someone with:

  • 10+ years of Enterprise sales experience including focus on Service Management and/or Operations Management
  • Cross functional team participation and collaboration to enable and excite core sales teams
  • Strong skills in identifying business opportunities, defining and delivering on sales strategies and initiatives and driving outcome based transformations
  • Proven success in achieving but more importantly exceeding sales goals/targets
  • Intuition to identify greenfield markets that align with Tanium’s platform and present opportunities for rapid growth
  • Willingness to take on firmly-entrenched competitors with creative approaches to selling, and tenacious pursuit to build and grow a product’s customer base
  • Ability to establish and nurture strong customer champions both at the tactical and executive level
  • Strong written communication, verbal communication and presentation skills
  • Do-what-it-takes approach; willingness to get your hands dirty
  • Entrepreneurial spirit who is never satisfied w/ 2nd place
  • Ability to work within a fast-paced, high-growth work environment
  • Desire and drive to take initiative to create new and creative strategies 
  • Align with the Tanium values: we win as a team, we do the right thing, and we are unstoppable

About Tanium:

At Tanium, we offer a proven platform for endpoint visibility and control that transforms how the world's largest and most sophisticated organizations manage and secure their computing devices with unparalleled speed and agility. There’s a reason why more than half of the Fortune 100, top retailers and financial institutions, and four branches of the US Armed Forces rely on Tanium.

Our unstoppable spirit, drive to do the right thing and win as a team attitude has earned us the rank of 7th on the Forbes list of “Top 100 Private Companies in Cloud Computing” for 2019 and 10th on FORTUNE’s list of the “100 Best Medium Workplaces.”