Alliance Director, MSPs

Tanium (Sydney NSW, Australia) 17 days ago

The Basics:

Build a strong, productive relationship with Managed Service Provider (MSP) 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 MSP Director's primary objective is to identify, recruit and generate net new business for Tanium in the form of registered opportunities/teaming agreements and achieving revenue targets within the MSP segment. The MSP Director is responsible for managing a broad range of sales, technical and management relationships with the MSP partner base and ensuring that the Tanium channel and field org is mapped and supporting the business accordingly. The MSP Director is responsible for overseeing all aspects of the business relationship with MSP; on-boarding, training, pipeline reporting, win/loss reporting. In addition, the MSP Director is responsible for business planning; sales & growth targets and marketing objectives, which are reviewed with the partner and Tanium channel team on a regular basis (at a minimum quarterly).

  • Work with the global and local teams to develop and enhance Tanium’s program, pricing, technical proposition to the MSP market.
  • Provide specialist MSP mentorship and knowledge to the partner channel team to recruit, onboard and support the MSP community.
  • Engage in board-room level discussions, for example, how Tanium can bring value to a partner’s business.
  • Drive a revenue stream from the MSP partner community
  • Create and Develop MSP package contents including reference architecture, service descriptions, MSP reports, templates, SLA, FTE costings for each of the sales plays Tanium want to develop and sell in the market
  • Strategise with Channel Sales and 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.
  • Develop relationships and alignment 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 Partner Technical Account Manager’s (PTAM) on technical enablement for relevant partners, lab build out. 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

We’re looking for someone with:

  • Experience working with MSP in the region as a lead or influencer in the design of service offerings with a proven success record.
  • Experience with MSP pricing models / contracts / enablement
  • Experience building relevant Service offerings / documentation / reports in the areas of security & IT operations
  • Experience of developing an MSP business and commercial approach.
  • Ability to enthusiastically develop and evangelise the Tanium Service provider message to strategic MSP's and their customers.
  • Proven ability to communicate with partners at all levels - from sales rep to C-level and business owner
  • Mitigate/resolve channel conflict ideally ahead of problems
  • Willing to travel to all partner activities and to Tanium corporate activities.
  • Consistent follow through and follow up with all stakeholders internal and external as 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 the ability to generate ideas and solutions

About Tanium:

Tanium offers a proven platform for endpoint visibility and control that transforms how organizations manage and secure their computing devices with unparalleled speed and agility. Many of the world’s largest and most sophisticated organizations, including more than half of the Fortune 100, top retailers and financial institutions, and four branches of the US Armed Forces rely on Tanium to make confident decisions, operate efficiently and effectively, and remain resilient against disruptions. Tanium recently ranked 4th on the Forbes list of “Top 100 Private Companies In Cloud Computing For 2018” and 55th on FORTUNE’s list of the “100 Best Medium Workplaces”. Visit us at [...] or follow us on Twitter at @Tanium.


Alliance Director, MSPs

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