Director of Strategic Accounts

About the role

This role directs account activities to position the Tanium platform within assigned territory or accounts and to drive a superior customer experience. Success requires comfort engaging both executive stakeholders and technical teams while managing complex sales cycles to generate opportunities and exceed assigned quotas.

Leaders set direction and build the conditions for their teams to succeed. They hire, coach, and hold people accountable. Leadership work spans strategy, communication, and decision making. Effective leaders give clear context and remove obstacles for the people who report to them. Leadership roles are measured by team outcomes, retention, and delivery. Most organizations expect leaders to be visible, predictable, and generous with context.

Key facts

What you'll do

Solutions are tailored to customer needs to strengthen enterprise outcomes for the organization. The value of the Tanium platform is presented to C-suite leaders to align technology with business priorities for decision makers. Complex sales cycles for large and complex transactions are managed to convert opportunities into agreements and revenue. Relationships within assigned territory and accounts are developed and nurtured to sustain long-term engagement and customer success. Sales development activity is generated to maintain a healthy pipeline and support revenue targets set by the business. Forecasting accuracy and SFDC hygiene are maintained to ensure visibility, accountability, and reliable pipeline information. Online webinars or in-person presentations are delivered to generate qualified leads and educate stakeholders across customer organizations. Necessary travel is conducted to engage customers and partners in the field and support partnership objectives.

Requirements

Enterprise software sales experience selling large and complex software transactions to top-tier customers is required for this position. A strong team mentality is required, using virtual resources to tackle large and complex sales cycles as a standard approach to selling. A proven track record of consistently exceeding quota and delivering against targets is expected. Experience calling on and presenting to C-suite level contacts to influence executive decision makers is necessary. Background building and cultivating relationships with partner ecosystems is required to enable a partner-centric go-to-market approach. The ability to evangelize and create new business opportunities within assigned territory and accounts is essential. Excellent communication and presentation skills are required to convey value and technical details to diverse audiences and stakeholders.

Practical notes

UK work eligibility is required for this role. The position may include travel as needed for customer and partner engagement. Typical interview steps

Leadership hiring usually includes a strategy case, a people scenario, and a values conversation. Candidates may be asked to turn around a struggling team or plan for growth. Past results are examined closely, especially how decisions were made. Interviewers dig into specific decisions you made and their consequences. Preparing two or three decision stories with numbers and lessons is the best use of time.

Good to know

The role emphasizes collaboration, respect, and diversity within a global team that spans regions and functions. Team members have time set aside for volunteer service to support community engagement and causes.

Questions to ask

Worth asking in any interview: how the team measures success, who the role works with daily, what the onboarding looks like, and what the company is trying to achieve this year. Asking what past hires did well is a strong final question. Keep the list short and pick the questions that matter most to you.

Career growth

Leadership careers move from manager to senior manager, director, and executive roles. Each step adds more scope and more responsibility for outcomes. The best leaders keep learning how to delegate, communicate, and decide. Leadership careers reward a record of building and developing people. The higher you go, the more your communication shapes the whole organization.