Manager, Product Partnerships - Frontier Labs & Strategic Partnerships

Tanium; Durham (NC); On-site; USD 120,000 - 150,000; Full time

Job summary

Tanium in Durham, NC, is seeking a Manager, Business Development for Frontier Labs & Strategic Partnerships. You’ll cultivate frontier AI partnerships, manage relationships with AI model providers and ecosystem players, and help advance partner-driven growth across enterprise software, AI, and endpoint management.

The role combines strategic analysis, cross-functional collaboration, and GTM execution, with travel as needed.

Qualifications

• BA/BS degree or equivalent; MBA or advanced degree a plus.
• 5+ years in business development, strategic partnerships, corporate development, strategy consulting, alliances, or related tech roles.
• Experience with technology partnerships end-to-end, from identifying opportunities to supporting GTM execution.

Responsibilities

• Support and grow frontier AI partnerships: build relationships with AI model providers and startups; advance partner-led growth.
• Evaluate and prioritize strategic opportunities with market research, partner landscaping, and business cases.
• Develop joint solutions and GTM initiatives with partners; define mutual goals and co-create joint solutions.
• Support OEM/technology partnership execution across SIEM, SOAR, ITAM, ITSM, AI ops, and adjacent enterprise software categories.
• Coordinate with Product, Engineering, Sales, Marketing, Legal, Finance, and Enablement to launch and support partner initiatives.
• Champion partners internally; educate stakeholders on partner value propositions and goals.
• Track and analyze key partnership metrics to refine strategies and demonstrate value.
• Support adjacency expansion and potential M&A exploration; build target lists and early business cases.

Skills

Strategic partnerships

Business development

Analytical thinking

Cross-functional collaboration

Communication

Partner enablement

Education

BA/BS degree

MBA or 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