Partner Marketing Manager

Tanium•Durham, NC

2d•Hybrid

About The Position

The Partner Marketing Manager, Cloud Alliances, is responsible for the marketing side of Tanium's alliances with Microsoft, AWS, and Google Cloud, which are critical growth drivers for the company. This role acts as Tanium's marketing representative to these cloud partners, collaborating with their partner marketing teams on planning, negotiation, and joint initiatives. The manager will develop joint marketing plans with counterparts at Microsoft, AWS, and Google Cloud, negotiate budgets, manage Market Development Funds (MDF), and integrate MDF with Tanium's budget for coordinated investment plans per partner. The primary goal is to generate pipeline through these campaigns, specifically Marketing Qualified Leads (MQLs) that are validated by Tanium's telesales team into Sales Qualified Leads (SQLs) with significant pipeline attached. This includes designing campaigns, managing lead handoff, optimizing the funnel with telesales weekly, and tracking key metrics such as MQL volume and quality, MQL-to-SQL conversion, and partner-sourced/influenced pipeline. This is a senior individual contributor role for a modern, AI-fluent marketer, emphasizing the importance of visibility in AI assistants (ChatGPT, Copilot, Gemini) alongside traditional marketing channels. The role follows a hybrid schedule, requiring a minimum of three days per week in the office at one of Tanium's specified locations (Addison, TX; Bellevue, WA; Durham, NC; Emeryville, CA; or Reston, VA).

Requirements

BA/BS degree or equivalent work experience.
6-8+ years of B2B marketing experience.
3+ years in partner or alliance marketing working directly with at least one hyperscaler (Microsoft, AWS, or Google Cloud).
Demonstrated success securing and managing MDF and co-marketing funds end-to-end, including navigating partner marketing portals (Microsoft Partner Center, AWS Partner Central, Google Cloud Partner Advantage).
Experience negotiating funding with a partner and delivering ROI reporting.
Track record of building full-funnel campaigns accountable for MQL targets.
Hands-on experience with telesales, SDR, or inside sales teams on lead scoring, routing, SLAs, and feedback loops, with measurable pipeline results.
Daily use of AI tools to accelerate content, campaign operations, and analysis.
Practical command of both SEO and GEO/AEO.
Strong point of view on AI visibility measurement and emerging AI advertising channels.
Proven ability to run physical and virtual programs as one coordinated plan.
Credibility to negotiate budgets with large technology companies.
Crisp written and verbal communication skills.
Ability to drive outcomes across partner organizations and internal teams without direct authority.
Fluency with Salesforce and a marketing automation platform (e.g., Marketo).
Data-driven approach to campaign measurement and optimization.
High integrity and an ownership mindset.
Commitment to doing the right thing, winning as a team, and pursuing excellence in a fast-paced, high-growth environment.

Responsibilities

Own joint marketing planning with Microsoft, AWS, and Google Cloud, serving as Tanium's single marketing owner for all three cloud alliances.
Build trusted relationships with partner marketing, field marketing, and partner development counterparts at each company.
Develop data-informed, per-partner joint marketing plans aligned with partner co-sell and marketplace priorities and Tanium's pipeline goals.
Manage the end-to-end planning cadence, including annual and quarterly plan development, working sessions, and quarterly business reviews with partner marketing leadership.
Lead budget negotiations with each partner and secure/manage MDF through the full lifecycle (proposal, request, execution, claims, compliance, ROI reporting).
Build combined marketing plans funded by MDF and Tanium budget, ensuring accountability to pipeline and defending the investment strategy with data.
Design and run always-on, co-branded demand generation campaigns targeting joint accounts and partner sellers.
Own campaign architecture end-to-end, including audience/account selection, offer/content strategy, channel mix, lead capture, nurture, attribution, and reporting in Salesforce and marketing tools.
Define lead scoring, routing, and follow-up SLAs with Tanium's telesales team for partner-generated MQLs.
Run a standing feedback loop with telesales on lead quality, talk tracks, and conversion blockers, providing partner-specific context.
Complement SEO with Generative Engine Optimization (GEO/AEO) to ensure Tanium and joint solution content surfaces in AI assistants.
Use AI visibility platforms to measure citations, share of voice, and sentiment, and optimize joint content for citability.
Plan and optimize paid media on LinkedIn and pilot emerging AI advertising channels (e.g., ChatGPT ads, Google AI Overviews ads, Microsoft Copilot sponsored placements) with a test-and-learn approach.
Orchestrate physical (conferences, field events, dinners) and virtual tactics (webinars, digital campaigns, paid media) as one integrated plan mapped to target accounts and pipeline goals.
Own the funnel dashboard for cloud alliances, tracking MQL volume/quality, MQL-to-SQL conversion, pipeline sourced/influenced, cost per SQL, and MDF utilization/ROI.
Report on metrics in partner QBRs and internal leadership reviews, using data to reallocate budget.
Represent Tanium externally at partner events and executive engagements.
Serve as the internal champion for cloud alliance marketing across sales, alliances, product marketing, and executive stakeholders.