Field Technologist, Strategic Partnerships
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Job Description
Field technologist advancing Tanium’s endpoint-management and security partnerships. Leading integrations, technical co-sell motions, pre-sales architecture, and partner enablement.
Responsibilities:
- Serve as the field technical resource for partner integrations and joint solutions across Tanium’s strategic partner ecosystem
- Analyze partner solutions and roadmaps to identify future integration investment opportunities
- Engage with partners’ field teams for education, enablement, and opportunity identification
- Drive Sales and Customer Org enablement through value messaging, demonstration qualification, and opportunity identification
- Develop demonstration scripts, solution recordings, and field enablement plans spanning multiple partner integrations
- Support technical co-sell execution, including marketplace transactability, partner-funded programs, and consumption commitments
- Support Tanium’s field positioning for AI and agentic capabilities inside partner platforms
- Present at marketing events, webinars, and partner sessions
- Educate and train partners on technical solution details and cross-vendor solution design
- Build relationships with partner product, engineering, and field teams to resolve integration issues and exchange roadmap input
- Serve as a technical resource for partner sellers and customers during joint pursuits
- Contribute to joint solution briefs, reference architectures, and partner-facing documentation
- Participate in senior-stakeholder calls and shape sales-cycle objectives
- Provide technical leadership and sales advisory support as a pre-sales subject matter expert
- Work with sales from discovery to close to shorten cycles and improve win rates
- Architect technical solutions across IT Operations, Security, and Risk teams
- Help establish value realization and adoption of partner integrations
- Bring field and market insights to R&D and Product and translate requirements into prioritized integration requests
- Test new integrations, represent the field in design reviews and pre-release validation, and help create technical competency courses and sales enablement materials
- Maintain a current, versioned library of partner integration enablement content
Requirements:
- Bachelor’s degree or equivalent experience; CS degree preferred
- Working Tanium knowledge or ability to ramp quickly across the platform
- Solid expertise in at least one cloud/hyperscaler or enterprise platform, with working fluency across others
- 6–8+ years in the industry with solid technical skills across networking, security, operations, scripting, and/or programming
- 5+ years in customer-facing positions
- 3+ years in sales and/or strategy-focused roles
- Experience supporting strategic pre-sales opportunities
- Hands-on experience with partner co-sell motions, including marketplace transactions, partner-sourced/attached pipeline, referral/reseller mechanics, and partner portals and programs
- Working knowledge of enterprise AI and agentic platforms and how third-party data grounds them
- Experience contributing to field enablement, including certification paths, demonstration assets, and train-the-trainer programs
- Comfort operating in ambiguity as the portfolio changes
- Strong critical thinking, judgment, and independence on complex, loosely-scoped problems
- Clear communication for senior technical and business stakeholders, with emotional intelligence and influence across extended teams
- Advanced technical competency (“blackbelt”) program experience (nice to have)
- Experience supporting EBR/QBR activities or contributing to Enterprise License Agreement opportunities (nice to have)
- Approximately 25% travel to engage with customers, partners, prospects, and events
Benefits:
- Equity awards
- Medical, dental and vision plan
- Family planning benefits
- Health savings account
- Flexible spending account
- Transportation savings account
- 401(k) retirement savings plan with company match
- Life, accident and disability coverage
- Business travel accident insurance
- Employee assistance programs
- Disability insurance
- Other well-being benefits
- 5 days of volunteer time off (VTO)
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