Manager, Business Development

Tanium•Durham, NC

5h•$80,000 - $240,000•Hybrid

About The Position

Tanium is seeking a Manager, Business Development (Technology Partnerships) to support and expand our technology partner ecosystem across the United States. Reporting to the Senior Director, Strategic Technology Partner Business Development, this person will manage relationships with Tanium’s technology partners, analyze and drive new opportunities with strategic technology partners, spearhead joint go-to-market initiatives, and drive partner-sourced pipeline and revenue growth. This is a mission-driven, customer-first role that calls for a strong background in technology partnerships and strategy, exceptional collaboration skills, and a passion for advancing Tanium’s mission to protect people, defend data, and secure systems. This position follows the Company’s hybrid schedule which currently requires employees to work in the office at one of the following locations a minimum of three days per week: Addison, TX; Bellevue, WA; Durham, NC; Emeryville, CA; or Reston, VA.

Requirements

BA/BS degree or equivalent work experience (MBA a plus).
3+ years of experience in business development, strategic partnerships, strategy consulting, or alliances within the technology sector (enterprise software/SaaS or cybersecurity preferred), with a proven record of building successful relationships that drive measurable outcomes.
Demonstrated success managing technology partnerships end-to-end, from identifying and onboarding new partners to executing joint sales motions. Familiarity with go-to-market strategies, co-selling models, and ecosystem program development is important.
Ability to think strategically about mutual business opportunities while executing tactically. Comfortable using data and analytics to model opportunities, measure outcomes, and inform decision-making.
Outstanding interpersonal and communication skills with the ability to collaborate across internal teams and engage credibly with partner executives. Able to clearly articulate Tanium’s value proposition and enthusiastically evangelize the Tanium message to partners and their customers.
Proven ability to work across sales, marketing, product, engineering, and other teams to drive alignment in a matrixed, fast-paced environment. Adept at building consensus and maintaining strong relationships with internal and external stakeholders.
A self-starter who thrives in a high-growth, rapidly evolving environment, capable of managing multiple initiatives and adapting quickly to change while maintaining focus on results.
High integrity, ethical judgment, and ownership mindset. Mission-driven and customer-first, with a collaborative “one team” approach aligned to Tanium’s values of doing the right thing, winning as a team, and pursuing excellence.

Nice To Haves

MBA a plus

Responsibilities

Own and grow the tech partner ecosystem: Manage and deepen relationships with existing strategic technology partners while identifying and recruiting new partners that align with Tanium’s strategy, expanding our ecosystem to drive customer acquisition and retention. Build quantitative models to evaluate and prioritize new strategic business opportunities with technology partners.
Develop joint solutions and GTM initiatives: Work closely with partners to define mutual goals and co-create joint solutions. Plan and execute go-to-market campaigns (e.g. product integrations, co-marketing programs, and sales plays) that generate pipeline and drive new revenue for both Tanium and our partners.
Cross-functional collaboration: Coordinate with internal teams – including Sales, Marketing, Product, Engineering, and Enablement – to ensure successful integration of partner solutions, alignment of co-selling efforts, and support for partners’ technical and business needs.
Champion partners internally: Serve as the advocate for technology partners within Tanium. Educate and enable Tanium field teams on each partner’s value proposition and how to leverage partnerships to better serve our customers. Facilitate communication between partner and Tanium stakeholders to foster a “win as a team” environment.
Enable and motivate partners: Provide partners with the resources, training, and support needed to ensure success. Inspire partners to invest in joint go-to-market activities and ensure they are equipped to succeed through regular enablement sessions, sharing best practices, and co-selling guidance.
Drive accountability and reporting: Track and analyze key partnership metrics – such as partner-sourced pipeline, influenced revenue, and integration adoption – and report results to internal stakeholders. Use data-driven insights to refine partnership strategies and demonstrate the value of the partner ecosystem to Tanium’s mission.
Strategy and industry engagement: Stay informed on industry trends and the competitive landscape to drive strategy. Represent Tanium and our technology partners at industry events or webinars as needed to evangelize joint solutions and reinforce our customer-first, mission-focused narrative. Some travel may be required.