Tanium

• Articulate the value of the Tanium platform to decision makers and expertly manage the complex sales cycle • Nurture and develop relationships within the assigned territory and/or accounts, presenting to the C-suite the value of the Tanium platform • Work with the Partner and Marketing teams to define and support prospecting and sales efforts within assigned territory and/or accounts • Generate appropriate sales development activity to ensure healthy pipeline management • Accurately forecast, maintaining excellent SFDC hygiene • Conduct online webinars or in-person presentations to generate qualified leads • Travel as needed

• Articulate the value of the Tanium platform to decision makers and expertly manage the complex sales cycle • Nurture and develop relationships within the assigned territory and/or accounts, presenting to the C-suite the value of the Tanium platform • Work with the Partner and Marketing teams to define and support prospecting and sales efforts within the assigned territory and/or accounts • Generate appropriate sales development activity to ensure healthy pipeline management • Accurately forecast, maintaining excellent SFDC hygiene • Conduct online webinars or in-person presentations to generate qualified leads • Travel as needed

• Articulate the value of the Tanium platform to decision makers and expertly manage the complex sales cycle • Nurture and develop relationships within the assigned territory and/or accounts, presenting to the C-suite the value of the Tanium platform • Work with the Partner and Marketing teams to define and support prospecting and sales efforts within assigned territory and/or accounts • Generate appropriate sales development activity to ensure healthy pipeline management • Accurately forecast, maintaining excellent SFDC hygiene • Conduct online webinars or in-person presentations to generate qualified leads • Travel as needed

• Work closely with our customers to; • Operationalize, administer and maintain the Tanium Platform to solve complex technical issues independently or with the help of teammates • Identify opportunities for our customers to get greater value from the Tanium platform • Consistently and cogently address our customers’ needs through astute verbal and written communication skills • Conduct daily health-checks on assigned accounts & Work with Technical Support Engineers on strategic customer activities • Contribute to and track activity, after action, root cause and daily status reports • Document best practices and Play Book entries • Work closely with CSMs on improving Tanium operational status within key accounts • Provide technical direction to customer IT support staff

• Operate in a highly team-based environment with Technical Support Engineers, fellow Engineers, Customer Success Managers, and Sales Account Managers. • Contribute to each customers' success by operating and maintaining the Tanium platform and its modules to achieve customer-specific Operations, Risk, Compliance, Asset, and Security-focused outcomes. • Identify opportunities for customers to get greater value from the Tanium platform. • Work closely with CSMs on improving Tanium operational status within key accounts. • Provide technical direction to customer IT support staff. • Conduct daily health-checks on assigned accounts and work with Technical Support Engineers on strategic customer activities. • Document best practices and Play Book entries. • Travel Requirements: 25% of time expected to travel.

• Articulate the value of the Tanium platform to decision makers and expertly manage the complex sales cycle • Nurture and develop relationships within the assigned territory and/or accounts, presenting to the C-suite the value of the Tanium platform • Work with the Partner and Marketing teams to define and support prospecting and sales efforts within assigned territory and/or accounts • Generate appropriate sales development activity to ensure healthy pipeline management • Accurately forecast, maintaining excellent SFDC hygiene • Conduct online webinars or in-person presentations to generate qualified leads • Up to 50% travel

Role Description As a Director of Strategic Accounts (DSA) on the Tanium field sales team, you will be responsible for generating opportunities to position the Tanium platform within an assigned territory and/or accounts. You’ll be equally as comfortable with the CIO, CISO or VP Ops as you would hosting a room of Red Team members; from talking business benefits to bits and bytes. The successful DSA drives a superior customer experience by delivering technology solutions tailored to customer needs and is able to exceed their assigned quota. - Articulate the value of the Tanium platform to decision makers and expertly manage the complex sales cycle. - Nurture and develop relationships within the assigned territory and/or accounts, presenting to the C-suite the value of the Tanium platform. - Work with the Partner and Marketing teams to define and support prospecting and sales efforts within assigned territory and/or accounts. - Generate appropriate sales development activity to ensure healthy pipeline management. - Accurately forecast, maintaining excellent SFDC hygiene. - Conduct online webinars or in-person presentations to generate qualified leads. - Travel as needed. Qualifications - Significant enterprise software sales experience, generating and closing large & complex software transactions with the biggest customers in the region. - A strong team mentality - selling is a team sport at Tanium, where managing and using virtual resources to tackle large and complex sales cycles is a must have skill. - Proven track record of exceeding quota. - Experience calling on and presenting to C-Suite level contacts. - Background building and cultivating relationships with partner ecosystems to bring a partner-centric go-to-market approach to our customers. - The ability to evangelize and build new business opportunities within an assigned territory and/or accounts. - Excellent communication and presentation skills. Benefits - Each of our team members has 5 days set aside as volunteer time off (VTO) to contribute to the communities they live in and give back to the causes they care about most. Company Description Tanium is the Autonomous IT company. Driven by AI and real-time endpoint intelligence, Tanium Autonomous IT empowers IT and security teams to make their organizations unstoppable. Many of the world’s leading organizations trust Tanium’s single, unified platform for endpoint management and security to innovate faster, stay resilient and move business forward with confidence, at scale. At Tanium, we are stewards of a culture that emphasizes the importance of collaboration, respect, and diversity. In our pursuit of revolutionizing the way some of the largest enterprises and governments in the world solve their most difficult IT challenges, we are strengthened by our unique perspectives and by our collective actions. Our commitment to excellence and innovation has earned us a place on the Forbes Cloud 100 list for ten consecutive years, and we continue to be recognized worldwide as a great place to work.

• Oversee and be the primary sales leader for the Northeast SLED sales team (Travel required from Maine to Virginia). • Directly manage and develop a team of 6–8 individual contributors (DSA's). • Run weekly 1:1s, pipeline reviews, and deal coaching sessions with your team. • Working with the Tanium Partner and Channel resources, develop and prepare an actionable strategic sales plan for each named account. • Maintain awareness and status of all essential regional contractual obligations, facilitating customer meetings and communications regarding deliverables where necessary.

• Work directly with our world-class sales team from initial discovery to deal close to shorten sales cycles and improve closing rates • Oversee and participate in initial discovery meetings with customers, providing platform demos and highly technical Proof of Value engagements for both existing customers and new sales opportunities • Be the direct conduit translating customer business challenges into technical solutions, positioning Tanium to effectively solve those challenges • Function as a technical expert throughout sales engagements, ensuring that tactical motions in the pre-sales and POV processes line up with strategic account goals • Partner with field engineering teams to ensure maximum technical effectiveness and consistent customer experience throughout the POV process • Consistently and cogently address our customers’ needs through astute verbal, written, and presentation skills • Build, manage and maintain strong relationships with customers, peers and partners • Actively participate and speak at regional marketing events and conferences • Customer facing Sales and Channel enablement, including training • Operate as a keystone in the sales model, working with the Sales, Marketing, Product, and CS organizations to continuously improve effectiveness and efficiency throughout the customer life-cycle • Travel expected to be 30-50% to engage with customers and prospects in person

Title: Senior Customer Success Manager Location: Remote,Canberra, ACT Australia Job Description: This position is home-based and requires candidates to be located in Canberra, ACT or within commutable distance. Regular on-site presence at customer locations across the Canberra region is expected as part of this role. The Basics: The Senior Customer Success Manager is critical to helping customers receive value from their investment in Tanium and to ensure Tanium maintains its enviable base of high value, loyal customers that rely on Tanium to manage all their endpoints. Operating in a collaborative team environment, CSMs contribute to each customer’s success by leveraging best practices and expertise to ensure adoption of the Tanium platform, leading to renewal and upsell opportunities for their assigned accounts. This customer-facing role will be predominantly responsible for government customers each having thousands of endpoints running the Tanium platform and solutions. The successful candidate will be able to manage a significant set of customers and use data and qualitative feedback to decide how best to engage resources to drive desired results. What You'll Do: - Drive and communicate value for our federal, state and local government customers by aligning Tanium capabilities to desired customer outcomes - Contribute to world-class retention and expansion by partnering with teammates across functional areas to create paths to full platform adoption, identify areas to expand usage or capabilities, and identify potential risks to customer renewals - Build and maintain executive and administrative customer relationships within the customer’s organisations, ensuring Tanium aligns to their mission, compliance requirements, cybersecurity mandates, and operational priorities - Apply your experience with large, decentralized organizations and hybrid environments to strategically guide implementation, adoption, and utilization across multiple departments in the customer’s environment - Solidify Tanium as a system of record for various functional IT disciplines within customer environments through established trust of data, time to value, increased ROI, and business outcome achievements - Facilitate the planning, coordination, development, and execution of Executive Business Reviews aimed at defining customer business objectives, aligning to strategic initiatives, communicating Tanium value, and developing long-term Customer Success Plans - Collaborate across functional areas within Tanium, including Global Support, Escalation, Product, and Engineering teams, to drive the development of Tanium solutions based on customer needs - Leverage your own technical domain expertise and internal technical resources, including engineering and product, support centre, knowledge bases, and other internal tools, to provide the most effective solutions to customer issues - Advocate for the customer by sharing their feedback and use cases with product and engineering, support centre, and the rest of the account team - Ensure customer success, leading to world-class retention and expansion, through proactive periodic health checks (and, if necessary, formal improvement plans), product training, and developing and sharing technical best practices - Understand the unique complexity of the customers and segmentation of customers you serve, and create the best path to full Tanium platform adoption and expansion, leveraging your understanding of not only the customer’s environment but also insights as to how to overcome obstacles to implement new technologies and integrations - Contribute to strategic customer plans for the months and years ahead, while executing your assigned strategies and tactics in coordination with other members of the account team to increase ROI and expand into new solution areas - Perform activities and data management that help drive adoption and value against an agreed-upon plan with the customer. This may include artifact creation (including Value Plans for customers), action and risk tracking, enhancement tracking, and updating internal data systems such as Salesforce and/or Gainsight We're Looking For: Security Clearance - NV1 or higher Education - BA/BS or equivalent experience preferred Experience Required - More than 6 years of experience in Customer Success, Account Management, Renewals, or Service Management / Professional Services, preferably in technology company business model - Experience working with Australian Federal Government agencies and personnel - Consulting and project management skills, experience with building strategic relationships that drive business value for customers - Working knowledge of endpoint technology and the areas of major business outcomes for a CIO - Tanium Certified Operator (nice to have) - Technical background (nice to have) You are - A highly organized self-starter who thrives in a fast-paced environment and is comfortable working in ambiguity - Curious, willing to learn from others in your discipline, your customers, and other roles at Tanium - Willing to contribute suggestions and ideas to further customer and Tanium goals\ - Eager to become an expert in demonstrating value and return on investment to our customers - Eager to learn technology foundations and become a technical advisor on the Tanium platform and solutions. - A strong communicator and intuitive listener - Professional, insightful, and values-driven - Motivated to help to solve the toughest IT problems faced by organisations today Other - Travel ranging from 40-50% within regional territory - On-site / customer-located work as deemed necessary by the customer and/or account team, particularly in Canberra, ACT. About Tanium Tanium is the Autonomous IT company. Driven by AI and real-time endpoint intelligence, Tanium Autonomous IT empowers IT and security teams to make their organizations unstoppable. Many of the world’s leading organizations trust Tanium’s single, unified platform for endpoint management and security to innovate faster, stay resilient and move business forward with confidence, at scale. To learn how Tanium delivers Autonomous IT for unstoppable business – visit www.tanium.com and follow us on LinkedIn and X. On a mission. Together. At Tanium, we are stewards of a culture that emphasizes the importance of collaboration, respect, and diversity. In our pursuit of revolutionizing the way some of the largest enterprises and governments in the world solve their most difficult IT challenges, we are strengthened by our unique perspectives and by our collective actions. As a global organization with stakeholders around the world, it’s imperative that the diversity of our customers and communities is reflected internally in our team members. We strive to create a diverse and inclusive environment where everyone feels they have opportunities to succeed and grow because we know that only together can we do great things. Our commitment to excellence and innovation has earned us a place on the Forbes Cloud 100 list for ten consecutive years, and we continue to be recognized worldwide as a great place to work. Taking care of our team members Each of our team members has 5 days set aside as volunteer time off (VTO) to contribute to the communities they live in and give back to the causes they care about most.