AVP, Solution Engineering - Washington, D.C.

Tanium

4d•Onsite

About The Position

At Tanium, our Area Vice President role fulfills a necessary role of leading a team of Solutions Engineering leaders which serve our customers and prospects by understanding their challenges and showcasing the Tanium value proposition to solve tough customer problems. This role is charged with preserving the incredible culture upon which Tanium was built. We are looking for a seasoned Solutions Engineering leader to build and lead the pre-sales technical organization supporting our Federal (civilian, DoD, IC) and State & Local Government businesses. You will own the SE strategy, headcount, and execution across the full public sector portfolio; partnering tightly with Sales, Product, and Federal leadership to drive technical win rates and deliver differentiated value to government customers. This role requires an active U.S. Security Clearance or eligibility to obtain one.

Requirements

Associates degree or equivalent experience required
10+ years in the industry with solid technical skills in multiple areas such as networking, security, operations, scripting, and/or programming.
Demonstrated experience selling into Federal (civilian and/or DoD) and/or State & Local Government
Deep understanding of government procurement processes (FAR/DFARS, contract vehicles, GSA schedules)
Familiarity with federal compliance frameworks: FedRAMP, FISMA, CMMC, NIST 800-53
Track record of leading SEs through complex, multi-stakeholder enterprise deals
Strong executive presence and comfortable presenting to CIOs, CISOs, and mission owners
Leadership; proven effective leadership of a technical team. AVPs have a deep sense of ownership, hands-on approach, are proactive, and should be highly collaborative. They seek out leadership opportunities.
Management; AVPs have a passion for leading teams. They manage with empathy, patience, and inclusiveness without compromising on the achievement of business goals. They practice a high degree of discretion around sensitive employee information and matters. Above all, demonstrated mentorship of fellow technologists at Tanium, embodying Tanium’s core values, is a must.
Strategic Thinking; AVPs understand the broader corporate initiatives and how they apply to their team. They have the ability to translate strategic goals into tactical engagement/execution and they hold their team accountable for achieving these goals by prioritizing, adapting, understanding trends and using data
Good Judgement; takes self-governed, consistent, action to prioritize and weigh cost and value in order to determine the action most appropriately aligned with the Tanium and our mission.
Communication; have mastered executive communication and demonstrate emotional intelligence, and patience, in all forms of communication. Anticipate blockers and delays for their work and the work of others, and communicate appropriately before requiring escalation.
Influencing; demonstrate strong and consistent influence skills, working effectively with their team and strategic customers, to present logical and compelling arguments to enhance innovation and efficiencies.

Nice To Haves

Bachelor degree in Computer Science, MIS, or similar experience a plus

Responsibilities

Lead your team by: Partner with Sales to deliver revenue and partner with Sales and Customer Success to manage the customer journey from technical discovery to technical win to successful adoption, value realization and expansion.
Hiring, onboarding, motivating, and retaining remarkable talent
Holding regular 1:1 meetings, performance management, coaching and mentoring sessions with leaders and team members to foster development.
Ensuring technical enablement is ongoing and current.
Demonstrating and holding leaders and team members accountable for understanding, preserving, and furthering the Tanium culture
Driving area results by understanding the needs within the region and making data driven decisions to improve performance
Delegating and resource planning based on the workload of team members, surges in demand, and changes within the area
Facilitating team meetings to ensure consistent and appropriate updates are provided and discussed, team collaboration and problem solving is fostered, and constructive feedback is solicited
Creating and managing strategic and thoughtful account and territory assignments within the area.
Champion the voice of our partners and customers and influence product direction and feature priorities.
Guide the GTM strategy working closely with the sales leadership
Driving innovation within Tanium by facilitating, or leading special initiatives based on innovative ideas
Able to lead technical pre-sales conversations and demonstrations with sales, solution engineering leadership, and Tanium’s customer base
Leading or participating in marketing events from a technical perspective
Navigating and owning critical sales escalations for your area, working closely with sales leadership
Assisting other regions and areas as needed