Field Technologist, Strategic Partnerships

This is a fully remote position, open to applicants in United States.

📋 Description

• Act as the technical resource in the field for partner integrations and collaborative solutions within Tanium’s strategic partner ecosystem.

• Evaluate partner solutions and their roadmaps to pinpoint future integration investment opportunities.

• Collaborate with partners’ field teams for education, enablement, and identification of opportunities.

• Enhance Sales and Customer Organizations through effective value messaging, qualification of demonstrations, and opportunity recognition.

• Create demonstration scripts, solution recordings, and field enablement plans that encompass multiple partner integrations.

• Assist in executing technical co-selling, which includes marketplace transactability, partner-funded initiatives, and consumption commitments.

• Support Tanium’s positioning in the field regarding AI and agentic capabilities within partner platforms.

• Deliver presentations at marketing events, webinars, and partner meetings.

• Provide education and training for partners concerning technical solution specifics and cross-vendor solution design.

• Establish relationships with partner product, engineering, and field teams to address integration challenges and share roadmap insights.

• Act as a technical resource for partner sellers and customers during collaborative pursuits.

• Contribute to the development of joint solution briefs, reference architectures, and documentation aimed at partners.

• Engage in calls with senior stakeholders and influence sales-cycle objectives.

• Offer technical leadership and sales advisory support as a pre-sales subject matter authority.

• Collaborate with sales teams from discovery through to closing to reduce cycles and enhance win rates.

• Design technical solutions across IT Operations, Security, and Risk teams.

• Facilitate the realization of value and the adoption of partner integrations.

• Provide field and market insights to R&D and Product teams, translating requirements into prioritized integration requests.

• Test new integrations, represent the field during design reviews and pre-release validation, and aid in the creation of technical competency courses and sales enablement materials.

• Maintain an up-to-date, versioned library of partner integration enablement content.

⛳️ Requirements

• Bachelor’s degree or equivalent experience; a Computer Science degree is preferred.

• Familiarity with Tanium or the capacity to quickly learn the platform.

• Strong expertise in at least one cloud/hyperscaler or enterprise platform, with fluency in several others.

• 6–8+ years of industry experience with robust technical skills in networking, security, operations, scripting, and/or programming.

• 5+ years in customer-facing roles.

• 3+ years in sales and/or strategy-driven positions.

• Experience in supporting strategic pre-sales opportunities.

• Practical experience with partner co-selling efforts, including marketplace transactions, partner-sourced/attached pipelines, referral/reseller mechanics, and partner portals and programs.

• Proficient understanding of enterprise AI and agentic platforms and the grounding of third-party data.

• Experience contributing to field enablement, including certification paths, demonstration assets, and train-the-trainer programs.

• Comfort in navigating ambiguity as the portfolio evolves.

• Strong critical thinking, judgment, and independence in addressing complex, loosely-defined challenges.

• Effective communication skills for engaging with senior technical and business stakeholders, showcasing emotional intelligence and influence across wider teams.

• Experience with advanced technical competency (“blackbelt”) programs (preferred).

• Experience in supporting EBR/QBR activities or contributing to Enterprise License Agreement opportunities (preferred).

• Willingness to travel approximately 25% of the time to engage with customers, partners, prospects, and events.

🏝️ Benefits

• Equity awards.

• Medical, dental, and vision plans.

• Family planning benefits.

• Health savings accounts.

• Flexible spending accounts.

• Transportation savings accounts.

• 401(k) retirement savings plan with company matching.

• Life, accident, and disability coverage.

• Business travel accident insurance.

• Employee assistance programs.

• Disability insurance.

• Additional well-being benefits.

• 5 days of volunteer time off (VTO).