Channel Account Manager

The Tanium Field Channel Account Manager’s (CAM) primary objective is to generate net new business for Tanium in the form of registered opportunities and teaming agreements and achieving revenue targets associated with both. The CAM is responsible for managing a broad range of sales, technical and management relationships within their partner base and ensuring that the Tanium field is mapped accordingly. The CAM is responsible for executing on all aspects of the business relationship with each partner; onboarding, training, pipeline reporting, win/loss reporting. In addition, the CAM 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).

What you’ll do:

Develop and manage an assigned set of Tanium partners and prospective partners
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
Strategize 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 maximize 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 VAR’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:

Education
Bachelor’s degree or equivalent experience required
Experience
Experience working with regional VARs in the Orange County territory as a channel manager with proven success record
Experience crushing quotas
Proven ability to communicate with partners at all levels - from sales rep to C-level and business owner
Other
Ability to enthusiastically evangelize the Tanium message to strategic VARs and their customers
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 organization 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

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