Manager, Product Partnerships

About the role

The manager builds and expands opportunity pipelines while representing Tanium with a customer-first mindset. In this capacity, you will act as the primary internal advocate for partner-led initiatives, ensuring that value propositions, strategic goals, and partnership methodologies are clearly articulated to key stakeholders to drive superior customer outcomes. You will leverage deep listening and consultative skills to uncover latent needs and align Tanium's capabilities with partner strategies. The role demands a quota-driven approach where consistent activity and rigorous deal qualification are the baseline for success. You will combine product expertise with steady follow-through to navigate complex sales cycles. This position requires adaptability, as the sales process is defined and you will be trained on it before operating autonomously in a dynamic environment. Ultimately, you will be the connective tissue between our partners and our mission, ensuring alignment at every interaction.

Key facts

What you'll do

Establish and manage a portfolio of strategic partnerships to co-sell Tanium solutions and achieve or exceed revenue targets.

Analyze industry trends in AI, cybersecurity, enterprise software, and partner ecosystems to identify high-impact opportunities for collaboration.

Represent Tanium at industry events, partner meetings, webinars, and executive briefings, requiring calculated travel to key markets.

Develop and maintain end-to-end management of technology partnerships, including OEM relationships, technology integrations, and ecosystem program development.

Utilize strategic and analytical skills to evaluate mutual business opportunities, applying data and market research to model financial and customer impact.

Articulate Tanium's value proposition with credibility and precision to internal teams and external partner stakeholders.

Operate effectively within a matrixed, fast-paced environment, building consensus among cross-functional teams including Product, Engineering, Sales, Marketing, Legal, Finance, and Enablement.

Drive self-directed execution of multiple initiatives in a high-growth setting, maintaining sharp focus on results and pipeline velocity.

Uphold the highest standards of integrity and ethical judgment, embodying Tanium's values of doing the right thing, winning as a team, and pursuing excellence.

Leverage deep familiarity with AI/ML platform companies, frontier labs, AI-native startups, and enterprise security landscapes such as endpoint management, SIEM, SOAR, ITAM, XDR, and AI ops.

Build and sustain strong interpersonal relationships to ensure alignment and transparency across partner organizations.

Qualify deals with rigor, ensuring opportunities meet strategic and financial criteria before significant resource investment.

Collaborate with Enablement teams to refine partner playbooks, training materials, and sales collateral.

Monitor competitive dynamics and market shifts to adjust partnership strategies and maintain a durable advantage.

Serve as a subject matter expert, providing insights and feedback to product and leadership teams based on field intelligence.

Requirements

BA/BS degree or equivalent work experience is required; an MBA or relevant advanced degree is preferred.

5+ years of experience in business development, strategic partnerships, corporate development, strategy consulting, alliances, or a related role in technology is required.

Experience managing technology partnerships end-to-end, including co-selling models, OEM partnerships, technology integrations, and ecosystem programs, is required.

Strategic and analytical capability to evaluate mutual business opportunities, use data and market research, and model financial and customer impact is required.

Familiarity with AI/ML platform companies, frontier labs, AI-native startups, and enterprise security or IT operations landscapes including endpoint management, SIEM, SOAR, ITAM, XDR, and AI ops is strongly preferred.

Strong interpersonal and communication skills enable credible engagement with internal teams and external partner stakeholders, with clear articulation of Tanium's value proposition.

Proven ability to operate effectively in a matrixed, fast-paced environment, building consensus and maintaining relationships across Product, Engineering, Sales, Marketing, Legal, Finance, and Enablement.

Self-driven behavior supports success in a high-growth, evolving setting while managing multiple initiatives and maintaining focus on results.

High integrity, ethical judgment, and an owner mindset align with Tanium's values of doing the right thing, winning as a team, and pursuing excellence.

Practical notes

Equity awards and a benefits package are provided, and the role is covered by Equal Employment and Affirmative Action policies.

Typical interview steps

Sales hiring often includes a role play, a discovery call simulation, and a presentation. Candidates may be asked to pitch a product to a panel or handle a tough objection. Behavioral questions focus on past quota attainment and deal history. Energy and preparation matter. Interviewers often simulate the job in the interview itself, so be ready to run a short discovery call or demo. Practicing your own sales pitch out loud helps.

Career growth

Sales careers can move from SDR or associate to account executive, senior AE, manager, and director roles. Some sellers move into partnerships, account management, or revenue operations. Compensation typically mixes a base with commission tied to results. High performers in sales typically move into larger accounts, team leadership, or sales operations. Quota history and references carry the most weight in promotion.

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.