Director, APJ Sales Operations
About the Role
At Tanium in the Computer Software space, Autonomous IT powered by AI and real-time endpoint intelligence for unstoppable organizations.
<p><strong>The Basics:</strong></p>
<p>At Tanium, the Director of Sales Strategy and Operations for Asia Pacific and Japan leads sales operations for our APJ business. Based in Singapore, you will be the business partner to the Japan and APAC sales leadership teams and a standing member of the APJ leadership operating cadence. You will drive the outcomes that matter most to the region: forecast accuracy, pipeline coverage, speed of decisions, and adoption of the initiatives that move the business. You will bring a point of view to every conversation, apply global standards while adapting execution to how business is done in each market, and connect APJ sales to every go-to-market function that supports it. You will also lead the APJ sales operations team, including a team member based in Japan.</p>
<p><strong>What You’ll Do:</strong></p>
<ul>
<li>Partner with Japan and APAC sales leadership, bringing a data-backed recommendation to every conversation</li>
<li>Run the APJ operating cadence, including weekly forecast calls, pipeline reviews, monthly business reviews, and QBRs</li>
<li>Own the APJ forecast and pipeline process, improving forecast accuracy and flagging coverage gaps early</li>
<li>Lead account and territory planning, applying global segmentation and territory design to the region</li>
<li>Partner with Finance and sales operations on capacity, quota deployment, and the sales hiring plan</li>
<li>Act as the regional escalation point for deal support, working with Deal Desk, Finance, and Legal</li>
<li>Administer compensation exceptions and SPIFFs within global policy, and apply rules of engagement across direct and partner motions</li>
<li>Translate global priorities into an APJ plan and drive adoption of new initiatives, tools, and processes until embedded</li>
<li>Work across Marketing, P
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Systemic Collaboration
We know our mission is critical: to empower IT and security leaders to make their organizations unstoppable and to protect the people, data, and systems behind the essential services relied on every day. This sense of purpose drives our teams to do their best work in service of our customers, partners, shareholders, and each other. We take pride in knowing that what we do matters and that our work has a real impact across industries and around the world. We also operate under the team mantra, “one team, one mission,” which ensures that every one of us is working towards the same unstoppable goal. We see that this connection clearly resonates with our team: in our annual engagement survey, 91% say they understand how their work contributes towards Tanium’s success.
Positive Vision for the Future
Our values are the foundation Tanium’s culture and are the basis upon which we hire, engage, develop, and reward our people. Here’s how we practice them: – We do the Right Thing: We put our customers first, always act ethically, and think and act like owners of Tanium. – We Win as a Team: We reject self-serving behavior and succeed through collaboration, diversity, mutual trust, and respect. – We are Unstoppable: We focus on our mission with a relentless pursuit of innovation and excellence.
Alignment of Values
Our leadership team inspires Tanium team members to achieve success by embodying our values of doing the right thing, winning as a team, and being unstoppable. We expect the same from our leaders as we do from every Tanium team member, because we all have a hand in building and maintaining our world-class culture. Dan Streetman, Tanium’s CEO, models those values from the top. Before his software career, Dan served in the U.S. military as an Army Ranger-qualified Infantry Officer and redeployed to active duty a decade ago. These shared values of integrity and mission focus made him an excellent fit to step in and lead Tanium on our mission to make the world a safer, more secure place.
Respect
Committing to making Tanium a great workplace for ALL. Here’s how we do that: - Inclusive Hiring Standardized interviewing, diverse recruiting partnerships, diversity training, the creation of our internship program to welcome future leaders from all backgrounds to Tanium, and more! - Empowering Every Team Member: Robust Diversity Equity Inclusion Belonging learning path for all team members with several trainings, including Inclusion@Tanium, a training that helps team members understand their own unconscious biases and actions that drive a culture where people of all backgrounds can thrive. - Hearing Every Voice: Listening to our employees through surveys, focus groups, Q&As at All Hands, and informal feedback channels to welcome and action on diverse points of view. - Building Our Future, Together: The Tanium Referral Program reinforces this by encouraging team members to bring in trusted, values‑aligned talent, fostering pride and ownership while also offering meaningful financial incentives that recognize their contribution to our shared success. - Recognizing What Matters: In addition to an equitable compensation and rewards program, we have a comprehensive, fully paid parental leave policy globally. -Honoring Who We Are: We prioritize celebrating the vibrant culture of our diverse team through observances like Pride, MLK Jr Day, International Women’s Day, Veterans Day, and more!
Killer Outcomes
Tanium is a loved place to work – not just in accolades, but in the lived experiences of our team members every day. We believe that when people come together with purpose, humility, and collaboration, extraordinary things can happen. Our people agree – 97% of Tanium team members say they trust and respect their colleagues in our annual engagement survey.
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