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Account Development Operations Manager at Tanium in Addison, Texas

Posted in General Business 30+ days ago.

Type: Full-Time

Job Description:

The Basics: 

The Account Development Operations Manager will be a world class strategic thinker driving growth and performance within the Global Marketing Operations organization. As a senior level analyst supporting the Account Development Team (ADT), this is a highly-visible role that combines disciplined analysis & strategic direction. The successful candidate must have the ability to influence at all levels of the business.

Working closely with the Global Account Development Teams this role will provide operational management of team performance across both leading and lagging metrics including regular reporting & communications to the business. He/She will also provide capacity and territory coverage planning and execution and be instrumental in the development and management of the compensation program, including management of the corresponding approval process.

The position requires a skilled analyst, that will draw upon deep analytical, critical thinking, and problem-solving skills to effectively manage operational cadence. He/She must be able to roll-up their sleeves, and work directly with models and data, be detail-oriented, analytical, and have excellent problem-solving abilities. This role will involve working closely with channel, sales, marketing and other operational organizations, as well as providing direct analyst support at the senior executive level.  

This position will report to the Sr. Director of Marketing Operations and will maintain strategic alignment with sales and marketing leadership, providing value-add business insights and organizational support, enabling programs and processes that drive performance, efficiency, and growth including forecasting, planning, reporting, business insights, compensation design and administration, quota setting and management and sales process optimization.

The successful candidate for this role should thoroughly understand outbound activities, modern sales prospecting practices and sales opportunity qualification. Experience of very large enterprise B2B sales prospecting and opportunity qualification would be ideal.

What you’ll do:

  • Provide strategic project / program management and play a key role in core marketing operations and annual planning processes
  • Develop relationships and communicate effectively at all layers of the organization from CxO to field teams
  • Provide operational management of the Account Development Team (ADT)  including forecasting, performance analytics and reporting 
  • Deliver timely, accurate, and actionable business insights
  • Support the development and administration of ADT incentive compensation programs
  • Drive strategy for aligning ADT members and Sales reps ensuring seamless hand-off processes are in place
  • Support the ADT organization’s QBRs, including agenda, format, and development of content
  • Monitor the accuracy and efficient distribution of reports and other business insights
  • Drive high levels of productivity by ensuring that the appropriate MarTech and prospecting tools are being used as well suggesting revisions, alternatives and improvements where relevant
  • Analyze performance of campaigns reporting the results appropriately as well as recommending & implementing areas for improvement
  • Implement and manage a process that ensures the ADT is compliant with SFDC best practice and SLA’s with including but limited to  inbound lead management and correct use of lead funnel management stages  

We’re looking for someone with:  


    • An undergraduate degree, majoring in finance, business, MIS or CIS.
    • An advanced degree in business or finance. 


    • Sales operations - 6 years
    • Advanced Reporting and Analytics - 6 years
    • Minimum 6 years experience with SFDC 
    • Minimum 6 sales methodology 
    • At least 5 years in Cybersecurity/ IT ops space 
    • At least 3 years project management experience
    • Managed SDR/BDR function for 1-2 years 
    • Experience with establishing comp plans 
    • Deep understanding of Global Account hierarchy 
    • Familiarity with BI Tools, G Suite, Data Lakes,, Microsoft Office, and data interpretation is critical
    • Advanced Proficiency in Excel required
    • Strong written and verbal communication skills

      • Ability to comm at CXO level & senior executive levels 

    • Experience with Federal/SLED markets strongly preferred (US only)

About Tanium:

At Tanium, we offer a proven platform for endpoint visibility and control that transforms how the world's largest and most sophisticated organizations manage and secure their computing devices with unparalleled speed and agility. There’s a reason why more than half of the Fortune 100, top retailers and financial institutions, and four branches of the US Armed Forces rely on Tanium.

Our unstoppable spirit, drive to do the right thing and win as a team attitude has earned us the rank of 7th on the Forbes list of “Top 100 Private Companies in Cloud Computing” for 2019 and 10th on FORTUNE’s list of the “100 Best Medium Workplaces.”

At Tanium, we take care of our employees and their communities with things like 5 days of Volunteer Time Off.