Director of Strategic Accounts

About the role

This position involves driving the adoption of the Tanium platform within key client organizations. You will engage with senior technology and business leaders, presenting tailored solutions and managing the entire sales process to achieve revenue targets. The role requires a strategic mindset to identify and capitalize on opportunities within complex enterprise environments. You will act as a trusted advisor, guiding clients through the transformation potential of the Tanium platform. Success in this position is defined by the ability to build and maintain executive-level relationships. The focus is on long-term partnership and ensuring client success through value realization. You will own the end-to-end sales cycle for strategic accounts, from initial engagement to final closure.

Key facts

What you'll do

• Analyze the operational landscapes of target accounts to uncover high-impact opportunities for Tanium platform integration.
• Architect and deliver compelling executive-level briefings that clearly articulate the business value and strategic advantages of the Tanium solution.
• Forge and expand strategic partnerships with key decision-makers across C-suite and director-level roles within your assigned portfolio.
• Synthesize feedback from client engagements to refine sales messaging and positioning for maximum resonance.
• Orchestrate coordinated sales efforts in collaboration with partner teams and internal marketing groups to amplify reach and influence.
• Engineer and sustain a robust, multi-stage sales pipeline that forecasts accurately and drives consistent revenue growth.
• Leverage Salesforce to maintain meticulous records of all client interactions, ensuring data integrity and actionable insights.
• Design and conduct virtual and in-person presentations and webinars that generate qualified leads and validate stakeholder interest.
• Navigate intricate procurement and evaluation processes to guide champion and decision-maker consensus within client organizations.
• Proactively identify latent needs and adjacent business challenges that the Tanium platform can address profitably.
• Evaluate and prioritize new business opportunities based on strategic fit, profitability, and long-term account potential.
• Represent Tanium at key industry conferences and high-profile events to strengthen brand presence and capture market intelligence.
• Monitor competitive landscape activity and adjust strategic account plans to defend and expand market share.
• Document successful implementation case studies and leverage them to accelerate new sales cycles.

Requirements

• Demonstrate substantial experience in enterprise software sales, specifically within complex and lengthy sales cycles involving major clients.
• Apply a collaborative approach to sales, effectively utilizing internal resources, services, and product teams to manage significant sales engagements.
• Consistently surpass established sales quotas and demonstrate a proven track record of exceeding performance targets.
• Exhibit proven experience interacting with, influencing, and presenting to C-level executives and board-level stakeholders.
• Bring experience working with partner ecosystems and alliances to implement cohesive go-to-market strategies.
• Possess the capacity to identify, develop, and expand new business opportunities within a defined geographic or industry territory.
• Maintain strong communication and presentation capabilities, with the ability to translate technical concepts into business outcomes.
• Show a history of building trust and credibility with senior-level stakeholders in fast-paced, professional environments.

Nice to have

• Experience selling endpoint management, security solutions, or IT operations platforms is preferred.

Practical notes

• Travel is required as necessary for client meetings, strategic workshops, and industry events.
• All job offers are contingent upon satisfactory completion of background checks and reference verification.
• Compensation includes an annual base salary range of $165,000 - $253,000, commission eligibility, and equity awards.
• Comprehensive benefits package includes medical, dental, vision, family planning, health savings account, flexible spending account, transportation savings account, 401(k) with company match, life, accident, and disability coverage, business travel accident insurance, employee assistance programs, and other well-being benefits.
• 5 days of volunteer time off (VTO) annually.
• Tanium uses @tanium.com email addresses for all official communication. Job offers will not require payment.
• Skills & tools: Salesforce (SFDC)