Manager, Technical Partnerships Business Development

The Basics We are looking for a Manager, Business Development — Frontier Labs & Strategic Partnerships to support and expand strategic partnership opportunities at the intersection of enterprise software, AI, and endpoint management. In this role you will help manage relationships with AI model providers, technology partners, and adjacent ecosystem players; analyze and advance new partnership opportunities; support joint go-to-market initiatives; and contribute to partner-sourced growth opportunities. This is a mission-driven, customer-first role that calls for a strong background in business development or strategic partnerships, strong analytical and collaboration skills, and a passion for advancing Tanium’s mission to protect people, defend data, and secure systems.

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

: Support and grow frontier AI partnerships: Build and manage relationships with AI model providers, AI-native startups, and emerging frontier labs. Support partnership efforts that position Tanium’s endpoint intelligence as a valuable enterprise data layer for AI agents, autonomous security workflows, and next-generation IT operations use cases. Evaluate and prioritize strategic opportunities: Conduct market research, partner landscaping, and opportunity analysis to identify high-potential AI, OEM, and adjacent ecosystem partnerships.

Build quantitative models and business cases to help evaluate partner fit, commercial potential, customer impact, and strategic value. Develop joint solutions and GTM initiatives: Work closely with partners to define mutual goals and co-create joint solutions. Support go-to-market plans such as product integrations, co-marketing programs, co-sell motions, sales plays, and field enablement that generate pipeline and drive new revenue for both Tanium and its partners.

Support OEM and technology partnership execution: Help identify, structure, and advance OEM or technology licensing opportunities that extend Tanium’s reach through third-party platforms, particularly across SIEM, SOAR, ITAM, ITSM, AI ops, and adjacent enterprise software categories. Cross-functional collaboration: Coordinate with internal teams — including Product, Engineering, Sales, Marketing, Legal, Finance, and Enablement — to ensure successful evaluation, development, launch, and ongoing support of partner initiatives. Champion partners internally: Serve as an advocate for strategic partners within Tanium.

Educate and enable internal stakeholders on each partner’s value proposition, partnership goals, and how to leverage partnerships to better serve customers. Drive accountability and reporting: Track and analyze key partnership metrics, including partner-sourced pipeline, influenced revenue, integration adoption, partner engagement, and milestone progress. Use data-driven insights to refine partnership strategies and demonstrate the value of strategic partnerships.

Support adjacency expansion and M&A exploration: Contribute to market landscaping across adjacent industries such as OT/ICS security, healthcare IT, industrial IoT, government technology, and AI infrastructure. Help build target lists, partner profiles, and early business cases for strategic integrations, partnerships, or potential acquisition opportunities. Strategy and industry engagement: Stay informed on AI, cybersecurity, enterprise software, and partner ecosystem trends.

Represent Tanium and its strategic partnerships at industry events, partner meetings, webinars, or executive briefings as needed. Some travel may be required. We’re looking for someone with Education: BA/BS degree or equivalent work experience; MBA or relevant advanced degree a plus.