Manager, Technical Partnerships, Business Development

Jobtailor

California (MO)

On-site

USD 140,000 - 190,000

Full time

14 days+

Get more replies from employers

Send a job-specific resume in minutes.

Job summary

Tanium is seeking a Senior Partnerships Manager in the US to lead frontier AI partnerships, partnering with AI model providers and AI-native startups to position Tanium's endpoint intelligence as a strategic data layer for AI agents and IT operations.

You will evaluate opportunities, build business cases, and co-create joint solutions with partners, driving GTM plans, co-sell motions, and revenue growth while collaborating across Product, Engineering, Sales, and Legal to ensure successful

Qualifications

BA/BS degree or equivalent work experience; MBA or relevant advanced degree a plus.
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.
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.
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.
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.

Responsibilities

Support and grow frontier AI partnerships: Build and manage relationships with AI model providers, AI-native startups, and emerging frontier labs.
Evaluate and prioritize strategic opportunities: Conduct market research, partner landscaping, and opportunity analysis to identify high-potential AI, OEM, and adjacent ecosystem partnerships.
Develop joint solutions and GTM initiatives: Work closely with partners to define mutual goals and co-create joint solutions.
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.
Cross-functional collaboration: Coordinate with internal teams 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.
Drive accountability and reporting: Track and analyze key partnership metrics, including partner-sourced pipeline, influenced revenue, integration adoption, partner engagement, and milestone progress.
Support adjacency expansion and M&A exploration: Contribute to market landscaping across adjacent industries and build target lists for strategic integrations or acquisitions.
Strategy and industry engagement: Stay informed on AI, cybersecurity, enterprise software, and partner ecosystem trends; represent Tanium at events; travel may be required.

Skills

Business Development

Strategic Partnerships

Market Research

Technology Integrations

AI/ML Familiarity

Education

BA/BS Degree

MBA or Relevant Advanced Degree

Tools

SIEM

SOAR

ITAM

XDR

AI Ops

Job description

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.

Requirements

BA/BS degree or equivalent work experience; MBA or relevant advanced degree a plus.
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.
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.
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.
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.
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.
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.
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.

Core Competencies

Demonstrates expertise in building and managing strategic partnerships within the technology sector, particularly in AI, cybersecurity, and enterprise software. Proficient in market research, opportunity analysis, and developing go‑to‑market initiatives that drive revenue and enhance partner engagement.

Highest-signal resume keywords