Technical Alliances Manager

Remote (United States)

About Tailscale 

Tailscale is building the new Internet by delivering software that makes it easy to securely interconnect people and their devices, no matter where they are. From hobbyists to multinational corporations, teams of every size use Tailscale each day to protect their networks, share access to internal tools, and more. We're building a future for the Internet that's easy, sensible, and safe, like it used to be. Founded in 2019 and fully distributed, we're backed by Accel, CRV, Insight, Heavybit, and Uncork Capital.

Job Description

Tailscale is looking to hire a Technical Alliances Manager who will lead business development strategy and execution with Tailscale’s growing community of technology partners. This is a fantastic opportunity to scale Tailscale’s partnership strategy by developing comprehensive go-to-market plans with our key technology alliance partners. You will work closely with others across the Tailscale GTM team including the Marketing, Sales, Product, and Engineering teams to ensure seamless integrations while maximizing the value of our joint solutions.

Key Responsibilities

  • Serve as the technical liaison between Tailscale and our technology partners 
  • Develop and maintain deep technical knowledge of Tailscale and our partners' solutions, including the joint value proposition
  • Collaborate with product management to influence roadmap decisions based on partner and market needs
  • Lead external enablement of Tailscale to the technology partner community, playing a key role in educating, driving awareness, and presenting at events
  • Align with the Product and Marketing teams to produce blog posts, technical documentation, solutions briefs and other customer facing materials to drive customers awareness and adoption of the joint solution
  • Primary focus is on scaling awareness, education, and enablement to drive and partner-influenced and partner-sourced revenue

What We Are Looking For

  • 5-10+ years of experience in alliance / partner management, business development, or channel sales, ideally with technology partners 
  • Strong communication, presentation, and collaboration skills. Ability to build and nurture trusted executive and cross-functional stakeholder relationships
  • Strong initiative, organization, and prioritization skills with the proven ability to work in a self-directed environment
  • Proof of quota attainment and the ability to meet and exceed performance objectives
  • Data-driven and process-oriented; Have superior project and time management skills, presentation skills,and excellent attention to detail
  • Ability to travel ~25% of the time

As a company, we strive to maintain fair and equitable compensation practices within our team across all roles and all levels. Tailscale's compensation package includes base salary, equity, and comprehensive benefits. The salary range displayed on each job posting represents the target range for a new hire's base salary. Individual offers may vary based on experience and skill set.

For this position, our pay ranges reflect target OTE (on target earnings), inclusive of base salary and variable compensation tied to the attainment of quarterly sales targets.

US Pay Range (OTE)

$150,000 - $200,000 USD

Frequently cited statistics show that people who identify with historically marginalized groups are likely to apply to jobs only if they meet 100% of the qualifications. We encourage you to help us break that statistic!

What We Offer

  • An inclusive, flexible environment where you can be your authentic self. We recognize the impact of diverse voices and backgrounds on the growth of our people, product, and company. And that flexibility in how and when you work empowers our team to integrate work and life.
  • A competitive total compensation package. This includes a base salary, an equity incentive plan and variable commission (for quota-based roles).
  • Comprehensive group benefits with no waiting period. Take advantage of coverage for health, vision, dental, and more for you and your family!
  • All-remote with the opportunity to work from anywhere—enjoy a change of scenery wherever you can get wifi, participate in virtual and in-person social events, and leverage our corporate co-working program to visit WeWork (or other similar spaces near you). 
  • Connect with other Tailscalars IRL. Attend our annual company retreat, participate in team/department off-sites, or use your individual travel budget to meet up with team members in Canada, the US, or the UK. 
  • Support for your personal and professional development. Grow your career thoughtfully with $1500 USD annually for professional development, or take advantage of mentorship, coaching, and internal promotion opportunities. 
  • Paid time off and a healthy work-life integration. Our flexible, paid time off program supports you for any situation life throws your way, whether moving homes or travelling the world! We encourage all Tailscalars to take 4-6 weeks of vacation annually. 
  • A build-your-own home office setup. You choose your own company-owned laptop (Mac or PC), receive a monthly home internet reimbursement, and $1000 USD to customize your workstation to make it your own. 
  • Generous parental leave program from your first day. We care about your life outside of work and encourage new parents to take advantage of parental leave top-ups for up to 26 weeks. 

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