Manager, Product Partnerships - Frontier Labs & Strategic Partnerships

Tanium; Bellevue (WA); On-site; USD 140,000 - 190,000; Full time

Job summary

Tanium in Bellevue, WA, is seeking a Manager of Business Development to expand frontier labs and strategic partnerships at the intersection of enterprise software, AI, and endpoint management. You will build relationships with AI model providers and ecosystem partners to drive partner-sourced growth.

The role requires 5+ years in business development or strategic partnerships, strong analytical skills, and the ability to collaborate across Product, Engineering, Sales, Legal, Finance and

Qualifications

• BA/BS degree; MBA or relevant advanced degree a plus.
• 5+ years in business development or strategic partnerships within technology sectors.
• Experience managing technology partnerships end-to-end, including GTM and co-selling.
• Strategic and analytical mindset with data-driven decision making.
• AI/ML ecosystem fluency and familiarity with enterprise security IT ops (SIEM, SOAR, XDR).
• Excellent communication and ability to influence across teams and with partners.
• Strong cross-functional collaboration and stakeholder management.
• Self-starter with drive and adaptability in a high-growth environment.
• Values integrity and ethical standards.

Responsibilities

• Build and manage frontier AI partnerships with model providers and AI-native startups.
• Conduct market research, partner landscaping, and opportunity analysis.
• Draft joint GTM plans and drive co-marketing, co-sell, and field enablement.
• Identify and structure OEM and tech licensing opportunities with third parties.
• Coordinate with Product, Engineering, Sales, Marketing, Legal, Finance, Enablement.
• Advocate for partners internally and educate teams on value propositions.
• Track partnership metrics: pipeline, revenue influence, adoption, engagement.
• Support adjacency expansion into OT/ICS, healthcare IT, industrial IT.
• Represent Tanium at events and partner meetings; travel as needed.

Skills

Strategic thinking

Analytical skills

Communication

Cross-functional collaboration

Partner relationship management

Education

BA/BS degree

MBA or related advanced degree

Job description

Manager, Business Development - Frontier Labs & Strategic Partnerships

to support and expand strategic partnership opportunities at the intersection of enterprise software, AI, and endpoint management. In this role you will help manage relationships with AI model providers, technology partners, and adjacent ecosystem players; analyze and advance new partnership opportunities; support joint go-to-market initiatives; and contribute to partner-sourced growth opportunities. This is a mission-driven, customer-first role that calls for a strong background in business development or strategic partnerships, strong analytical and collaboration skills, and a passion for advancing Tanium's mission to protect people, defend data, and secure systems.

Hybrid Work Schedule

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.

What You’ll Do

• Support and grow frontier AI partnerships: Build and manage relationships with AI model providers, AI-native startups, and emerging frontier labs. Support partnership efforts that position Tanium's endpoint intelligence as a valuable enterprise data layer for AI agents, autonomous security workflows, and next-generation IT operations use cases.
• Evaluate and prioritize strategic opportunities: Conduct market research, partner landscaping, and opportunity analysis to identify high-potential AI, OEM, and adjacent ecosystem partnerships. Build quantitative models and business cases to help evaluate partner fit, commercial potential, customer impact, and strategic value.
• Develop joint solutions and GTM initiatives: Work closely with partners to define mutual goals and co-create joint solutions. Support go-to-market plans such as product integrations, co-marketing programs, co-sell motions, sales plays, and field enablement that generate pipeline and drive new revenue for both Tanium and its partners.
• Support OEM and technology partnership execution: Help identify, structure, and advance OEM or technology licensing opportunities that extend Tanium's reach through third-party platforms, particularly across SIEM, SOAR, ITAM, ITSM, AI ops, and adjacent enterprise software categories.
• Cross-functional collaboration: Coordinate with internal teams - including Product, Engineering, Sales, Marketing, Legal, Finance, and Enablement - to ensure successful evaluation, development, launch, and ongoing support of partner initiatives.
• Champion partners internally: Serve as an advocate for strategic partners within Tanium. Educate and enable internal stakeholders on each partner's value proposition, partnership goals, and how to leverage partnerships to better serve customers.
• Drive accountability and reporting: Track and analyze key partnership metrics, including partner-sourced pipeline, influenced revenue, integration adoption, partner engagement, and milestone progress. Use data-driven insights to refine partnership strategies and demonstrate the value of strategic partnerships.
• Support adjacency expansion and M&A exploration: Contribute to market landscaping across adjacent industries such as OT/ICS security, healthcare IT, industrial IoT, government technology, and AI infrastructure. Help build target lists, partner profiles, and early business cases for strategic integrations, partnerships, or potential acquisition opportunities.
• Strategy and industry engagement: Stay informed on AI, cybersecurity, enterprise software, and partner ecosystem trends. Represent Tanium and its strategic partnerships at industry events, partner meetings, webinars, or executive briefings as needed. Some travel may be required.

We’re looking for someone with

• Education: BA/BS degree or equivalent work experience; MBA or relevant advanced degree a plus.
• Experience: 5+ years of experience in business development, strategic partnerships, corporate development, strategy consulting, alliances, or a related role within the technology sector; enterprise software, SaaS, infrastructure, AI/ML, or cybersecurity experience preferred.
• Partnership & sales acumen: Experience supporting or managing technology partnerships end-to-end, from identifying and evaluating new opportunities to supporting joint sales motions, partner enablement, or GTM execution. Familiarity with co-selling models, OEM partnerships, technology integrations, and ecosystem program development is a plus.
• Strategic and analytical mindset: Ability to think strategically about mutual business opportunities while executing tactically. Comfortable using data, market research, and financial analysis to model opportunities, measure outcomes, and inform decision-making.
• AI and technology ecosystem fluency: Familiarity with AI/ML platform companies, frontier labs, AI-native startups, or enterprise AI workflows. Understanding of the enterprise security or IT operations landscape - including endpoint management, SIEM, SOAR, ITAM, XDR, or AI ops - is strongly preferred.
• Excellent communication & influence: Strong interpersonal and communication skills with the ability to collaborate across internal teams and engage credibly with external partner stakeholders. Able to clearly articulate Tanium's value proposition and enthusiastically evangelize the Tanium message to partners and customers.
• Cross-functional collaboration skills: Proven ability to work across Product, Engineering, Sales, Marketing, Legal, Finance, and Enablement to drive alignment in a matrixed, fast-paced environment. Adept at building consensus and maintaining strong relationships with internal and external stakeholders.
• Drive and adaptability: 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.
• Values and culture match: High integrity, ethical