Tanium

• 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.

• Plan and communicate integrated partner marketing programs aligned to LATAM pipeline and revenue goals. • Design and deliver co‑marketing initiatives (events, workshops, campaigns, webinars) that drive partner‑sourced and partner‑influenced pipeline. • Activate and localize Tanium corporate campaigns and sales plays with partners to increase regional relevance and scale. • Execute programs in close alignment with Partner Sales, Geo Sales leadership, LATAM Marketing, and Global Partner Marketing. • Manage agencies and vendors to ensure on‑time, on‑budget delivery across multiple LATAM countries. • Coordinate closely with sales teams to ensure strong post‑program follow‑up and opportunity progression. • Manage Marketing Development Funds (MDF) with a strong focus on efficiency and return on investment. • Define KPIs and success metrics for all partner marketing initiatives. • Track, analyze, and report program performance, pipeline contribution, and insights to regional and global stakeholders. • Consistent growth in partner‑sourced and partner‑influenced pipeline in priority LATAM markets. • Clear, defensible ROI against partner marketing investments. • Strong operational alignment between partner marketing execution and sales motions. • Scalable partner programs that can be replicated across countries and partners. • Ability to effectively deliver presentations to partners, and executive leadership in region.

• Lead your team by partnering with Sales to deliver revenue and partner with Sales and Customer Success to manage the customer journey from technical discovery to technical win to successful adoption, value realization and expansion. • Hiring, onboarding, motivating, and retaining remarkable talent • Holding regular 1:1 meetings, performance management, coaching and mentoring sessions with leaders and team members to foster development. • Ensuring technical enablement is ongoing and current. • Demonstrating and holding leaders and team members accountable for understanding, preserving, and furthering the Tanium culture • Driving area results by understanding the needs within the region and making data driven decisions to improve performance • Delegating and resource planning based on the workload of team members, surges in demand, and changes within the area • Facilitating team meetings to ensure consistent and appropriate updates are provided and discussed, team collaboration and problem solving is fostered, and constructive feedback is solicited • Creating and managing strategic and thoughtful account and territory assignments within the area. • Champion the voice of our partners and customers and influence product direction and feature priorities. • Guide the GTM strategy working closely with the sales leadership • Driving innovation within Tanium by facilitating, or leading special initiatives based on innovative ideas • Able to lead technical pre-sales conversations and demonstrations with sales, solution engineering leadership, and Tanium’s customer base • Leading or participating in marketing events from a technical perspective • Navigating and owning critical sales escalations for your area, working closely with sales leadership • Assisting other regions and areas as needed

• Develop and execute an aggressive customer acquisition strategy to generate annual growth in revenue and bookings in the region • Personally oversee and be the primary sales leader for regional enterprise accounts • Working with the Tanium Partner and Channel resources, to develop and prepare an actionable strategic sales plan for each named regional account • Maintain awareness and status of all key regional contractual obligations, facilitating customer meetings and communications regarding deliverables where necessary • Conduct weekly forecast meetings with regional team and coach the team on strategies to drive closure • Report on regional sales activity and forecast to sales leadership • Oversee a sales team (4-8) consisting of Directors of Strategic Accounts and Enterprise Account Managers to success, delivering technology solutions tailored to customer needs and meeting or exceeding their assigned revenue targets. • Coach direct reports to facilitate the creation and execution of effective account plans for all accounts in the assigned territory. • Ongoing mentorship and development of a sales team which includes recruiting, hiring and training new Account Executives on sales processes • Up to 50% 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 • Travel as needed

• Schedule highly qualified meetings for your field sales team members using defined sales methodology and utilizing sales strategies within your territory. • Build an outbound prospecting strategy to actively develop your territory in partnership with field sales. • Manage Marketing lead generation and follow up activity on inbound leads for your territory. • Leverage world class tools such as Salesforce, Groove, LinkedIn Navigator, Claude AI, Notion, to drive the biggest impact across your territory. • Collaborate with sales, marketing and partners, to build a strong and qualified pipeline for your territory. • Through trainings and enablement, build a strong understanding of cold-calling prospection, become a Tanium expert, learn about the competitive landscape and current trends in the marketplace. • Work with your leadership team to build strong communications skills and learn how to deliver effective reporting back to the business. • Meet or exceed minimum weekly activity metrics: calls, emails, conversations and meetings. • Work closely with your team and business partners in a highly collaborative environment. • Travel Requirements: [5% of time expected to travel]

• Be the single point of contact and fully accountable to grow the most strategic partners within a large regional or global level • Be fully responsible for driving and delivering new customer and ARR growth across all business and go-to-market motions of strategic partner • Develop and execute advanced business plans that include detailed sales, marketing, technical and services strategies • Develop executive level relationships between both companies to increase their investment and focus in their Tanium business • Work with partner to help them develop Tanium based services to support their sales efforts and their customers • Educate Tanium sales teams on partners unique value propositions and coach them on how to work with this partner to increase their productivity • Educate/enable partner technical resources to identify, discuss and promote Tanium internally as well as in customer conversations • Have a deep understanding of Tanium technology and value and be able to effectively deliver to both customers and partners • Possess an in-depth knowledge of each strategic partner business and what drives their success. Demonstrate value by aligning a relevant value proposition from Tanium with the partner's strategy and objective • Have a maniacal focus on successful customer outcomes through partners

• 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