Partner Marketing Manager

Partner Marketing Manager

Addison, TX (Hybrid); Bellevue, WA (Hybrid); Durham, NC (Hybrid); Emeryville, CA (Hybrid); Reston, VA (Hybrid)

The Basics:

Tanium's alliances with Microsoft, AWS, and Google Cloud are among the most important growth levers in the company, and this role owns the marketing side of all three. As Partner Marketing Manager, Cloud Alliances, you are Tanium's marketing face to our cloud partners: the person their partner marketing teams plan with, negotiate with, and build with. You will build joint marketing plans directly with your marketing counterparts at Microsoft, AWS, and Google Cloud, own budget negotiations with each partner, secure and manage Market Development Funds (MDF), and combine MDF with Tanium's own budget into one funded, coordinated investment plan per partner.

Those plans exist to produce pipeline. This is a builder's role with unambiguous accountability: the campaigns you run must generate Marketing Qualified Leads (MQLs) that Tanium's telesales team validates and converts into Sales Qualified Leads (SQLs) with material pipeline attached. You will design the campaigns, own the lead handoff, tune the funnel with telesales every week, and carry the numbers: MQL volume and quality, MQL-to-SQL conversion, and partner-sourced and partner-influenced pipeline.

This is a high-impact senior individual contributor role built for a modern, AI-fluent marketer. Enterprise buyers increasingly research in AI assistants alongside traditional search, so you plan for visibility in AI assistants as deliberately as you plan a conference booth, and you run physical and digital programs as one integrated plan with one pipeline number.

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:

• Own joint marketing planning with Microsoft, AWS, and Google Cloud: Serve as Tanium's single marketing owner for all three cloud alliances. Build trusted, durable relationships with partner marketing, field marketing, and partner development counterparts at each company, and build data-informed, per-partner joint marketing plans aligned to each partner's co-sell and marketplace priorities and to Tanium's pipeline goals. Own the planning cadence end to end: annual and quarterly plan development, regular working sessions, and quarterly business reviews with partner marketing leadership.
• Negotiate and own the joint marketing budget: Lead budget negotiations with each partner. Secure and manage MDF through the full lifecycle: proposal development, fund requests, execution, claims and compliance, and ROI reporting. Build combined marketing plans funded by MDF plus Tanium budget, make every dollar accountable to pipeline, and defend the investment strategy with data.
• Build the partner demand generation engine: Design and run always-on, co-branded campaigns targeting joint accounts and each partner's own sellers. Own campaign architecture end to end: audience and account selection, offer and content strategy, channel mix, lead capture, nurture, attribution, and closed-loop reporting in Salesforce and various marketing tools/platforms.
• Own the MQL-to-SQL handoff: Define lead scoring, routing, and follow-up SLAs with Tanium's telesales team so every partner-generated MQL gets validated fast. Run a standing feedback loop with telesales on lead quality, talk tracks, and conversion blockers, and enable them with partner-specific context so MQLs become SQLs with real pipeline attached.
• Make Tanium discoverable in the AI era: Complement SEO with Generative Engine Optimization (GEO, also known as AEO) so Tanium and joint solution content surfaces in AI assistants answers. Use AI visibility platforms to measure citations, share of voice, and sentiment, and optimize joint content for citability.
• Run paid programs on established and emerging AI channels: Plan and optimize paid media on LinkedIn while piloting emerging AI advertising channels, including ads in AI platforms, with a disciplined test-and-learn approach and clear success criteria.
• Orchestrate physical and virtual tactics as one integrated plan: Combine flagship conference presence, regional field events, executive dinners and roundtables, and partner-hosted events with webinars, digital campaigns, content syndication, and paid media, all mapped to the same target accounts and pipeline goals, so every physical touch has digital air cover and follow-up built in.
• Measure everything and report it: Own the funnel dashboard for the cloud alliances: MQL volume and quality, MQL-to-SQL conversion, pipeline sourced and influenced, cost per SQL, and MDF utilization and ROI. Bring the numbers to partner QBRs and internal leadership reviews and use them to reallocate budget quickly.
• Represent Tanium externally and advocate internally: Be a visible presence for Tanium at partner events and executive engagements, and serve as the internal champion for cloud alliance marketing across sales, telesales, alliances, product marketing, and executive stakeholders.

We're looking for someone with:

• Education: BA/BS degree or equivalent work experience.
• Experience: 6- 8+ years of B2B marketing experience, including 3+ years in partner or alliance marketing working directly with at least one hyperscaler (Microsoft, AWS, or Google Cloud).
• Partner funding fluency: Demonstrated success securing and managing MDF and co-marketing funds end to end, from fund request through execution, claims, and ROI reporting, and navigating partner marketing portals and programs such as Microsoft Partner Center, AWS Partner Central, and Google Cloud Partner Advantage. You have negotiated funding with a partner and delivered the ROI story afterward.
• Demand generation depth: A track record of building full-funnel campaigns accountable for MQL targets, including hands-on work with telesales, SDR, or inside sales teams on lead scoring, routing, SLAs, and feedback loops, with measurable pipeline to show for it.
• Modern AI fluency: Daily use of AI tools to accelerate content, campaign operations, and analysis; practical command of both SEO and GEO/AEO; and a strong point of view on AI visibility measurement and emerging AI advertising channels.
• Integrated execution range: Proven ability to run physical programs (third-party conferences, field events, executive engagements) and virtual programs (webinars, paid digital, content syndication) as one coordinated plan, not separate tracks.
• Negotiation and executive presence: The credibility to negotiate budgets with some of the largest technology companies in the world, crisp written and verbal communication, and the ability to drive outcomes across partner organizations and internal teams without direct authority.
• Martech proficiency: Fluency with Salesforce and a marketing automation platform such as Marketo, with a data-driven approach to campaign measurement and optimization.
• Values alignment: High integrity and an ownership mindset, with a commitment to doing the right thing, winning as a team, and pursuing excellence in a fast-paced, high-growth environment.

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.

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.

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.

What you'll get

The annual base salary range for this full-time position is $100,000 to $155,000. This range is an estimate for what Tanium will pay a new hire. The actual annual base salary offered may be adjusted based on a variety of factors, including but not limited to, location, education, skills, training, and experience.

In addition to an annual base salary, team members will receive equity awards and a