Field Technologist, Strategic Partnerships

The Field Technologist, Strategic Partnerships serves as the primary liaison between Tanium’s Customer Org and Product/Engineering teams for strategic technology partnerships, including hyperscalers (Microsoft, Google Cloud, AWS), enterprise platforms (ServiceNow), and complementary technology partners (ScreenMeet). This role involves providing technical leadership, supporting strategic customer and partner engagements, and feeding real-world input to product teams. You will also educate the sales organization on partner value messaging.

You’ll operate in a dynamic global environment, engaging with a wide variety of stakeholders—from IT and cybersecurity practitioners to senior technical and business leaders—through demonstrations, strategy conversations, roadmap discussions, architecture & design workshops, marketing events, and industry conferences.

Strategic partnership initiatives

• 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 enablement for Sales and the Customer Org: value messaging, demonstration qualification, and opportunity identification across the partner portfolio.
• Develop demonstration scripts, solution recordings, and field enablement plans spanning multiple partner integrations.
• Support the technical side of co-sell execution — marketplace transactability, partner-funded programs, and consumption commitments (e.g., Microsoft MACC, AWS EDP).
• Support Tanium’s field positioning for AI and agentic capabilities inside partner platforms (e.g., Microsoft Security Copilot, ServiceNow AI agents) and how Tanium’s real-time endpoint data grounds partner AI workflows.
• Present at marketing events, webinars, and partner sessions.

Partner experience

• Educate and train Tanium partners on technical solution details and cross-vendor solution design.
• Build durable relationships with partner product, engineering, and field teams so integration issues get resolved and roadmap input flows in both directions.
• Serve as a technical resource for questions from partner sellers and their customers during joint pursuits.
• Contribute to joint solution briefs, reference architectures, and partner-facing documentation.

Sales results

• Participate in senior-stakeholder calls to gather input and shape sales-cycle objectives.
• Provide technical leadership and sales advisory support; assist with technical pre-sales as Subject Matter Expert (SME).
• Work with the sales team from discovery to close to shorten cycles and improve win rates.
• Architect technical solutions across IT Operations, Security, and Risk teams; align pre-sales and proof-of-value motions with account goals.

Customer, Product, and Enablement support

• Help the Customer Org establish value realization of existing investments and drive adoption where partner integrations are underused.
• Bring field and market insights to R&D and Product; translate field/partner requirements into prioritized integration requests with business case and customer evidence.
• Test new integrations, represent the field in design reviews and pre-release validation, and help create/test technical competency courses and sales enablement materials.
• Maintain a current, versioned library of partner integration enablement content.

Education

• Bachelor’s degree or equivalent experience; CS degree preferred.

Experience

• Working Tanium knowledge or the ability to ramp quickly across the platform.
• Multi-platform technology partner knowledge — 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 (consulting, SaaS, global companies).
• Experience supporting strategic pre-sales opportunities.
• Hands-on experience with partner co-sell motions — 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 (e.g., Microsoft Security Copilot, ServiceNow AI agents).
• Experience contributing to field enablement: 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 — workshops, webinars, and partner sessions — with emotional intelligence and influence across extended teams.

Nice to have

• Advanced technical competency (“blackbelt”) program experience.
• Experience supporting EBR/QBR activities or contributing to Enterprise License Agreement (ELA) opportunities.

Work Requirements

• Travel: ~25% to engage with customers, partners, and prospects and to participate in events.