Senior Director, Sales - Microsoft Partnership

at  Tanium

THE BASICS:

The Senior Director of Sales for the Microsoft Partnership is responsible for delivering Microsoft Sourced and Influenced NARR (New Annual Recurring Revenue). To do so, the successful candidate will expand and deepen Tanium’s strategic relationship with Microsoft, by collaborating with Microsoft’s Sales, Partner, Security and Azure organizations to define and drive the go-to-market execution while optimizing for customer needs, satisfaction, and adoption. The successful candidate will drive cross-functional alignment on GTM execution that captures the full surface area of Tanium’s partnership with Microsoft. The ideal candidate has an in-depth understanding of how Microsoft operates and is a natural relationship-builder who will have existing relationships within Microsoft.

• Articulate the value of Tanium’s platform with Microsoft to decision-makers and expertly manage the complex sales cycle.
• Partner with Tanium Sellers and their Leadership, to identify, progress, and close Microsoft Sourced and Influenced opportunities.
• Work with the Partner and Marketing teams to define and support prospecting and sales efforts within assigned territory and/or accounts.
• Work with and provide Leadership Team (LT) executive-level communications, analysis, proposals, status/updates.
• Present to cross-industry, global executives.
• Identify and navigate key under-penetrated accounts within MSFT field.
• Work to provide product and feature mapping with MSFT key solution areas/plays.
• Manage ambiguity and solve complex problems.

• Support product collaboration and integration with Microsoft technology teams.

  We’re looking for someone with:

• 10-15+ years of Sales experience in the technology industry, ideally in a business development and alliance capacity.

• Strong track record of sales quota overachievement
• Specific-to-Microsoft experience either having worked there and/or managing a partnership/alliance with Microsoft and another entity.
• Proven ability to motivate and influence third-party stakeholders without formal authority.
• Established relationships with mid-level and senior leaders in Microsoft’s sales organization.
• MSFT Sales incentive awareness
• Skilled in driving bi-directional co-sell collaboration.
• Capacity to pro-actively propel account mapping exercises to drive leads with the field.
• Experience directing and collaborating GTM activities with Microsoft field – expanding “Better Together” narrative.
• Do-what-it-takes approach; willingness to get your hands dirty
• Alignment with Tanium values: we win as a team, we do the right thing, and we are unstoppable.