Senior Solution Engineer-SLED NorCal
About The Position
Tanium is hiring a Senior Solution Engineer to support state, local government, and higher education (SLED) customers in Northern California. The role partners closely with SLED Sales and Customer Success teams to lead the technical evaluation stage of the sales cycle, demonstrate Tanium’s platform, and deliver Proof of Value engagements tailored to public-sector mission requirements, compliance frameworks, and funding realities. The position involves discovery of customers’ technology architecture, operational needs, and business challenges; development and presentation of appropriate solutions; and technical discussions with stakeholders ranging from elected officials and executive leaders to front-line practitioners. The Solution Engineer works across Sales, Marketing, Product, Customer Success, field engineering, and channel partners to support customer engagements and improve the SLED customer lifecycle. Travel is expected to be 40–60% for in-person customer and prospect engagements and industry events.
Requirements
- At least 6 years of operational and/or selling experience in endpoint operations or security.
- At least 4 years of experience in customer-facing or customer-support positions.
- Significant software pre-sales or related value-based technical selling expertise in very large enterprise or public-sector environments.
- Proven success supporting the State, Local Government, and/or Higher Education sector.
- Experience presenting to audiences at multiple levels, from C-suite and executive leadership to solution users and front-line practitioners.
- Familiarity with public-sector procurement processes, such as state contracts, GSA or cooperative purchasing vehicles, and RFP/RFI processes, and ability to translate technical value into procurement-ready language.
- Working knowledge of SLED-relevant compliance frameworks, including CJIS, IRS Publication 1075, HIPAA, FERPA, StateRAMP, and CIS Controls.
- Demonstrated track record of taking ownership of complex initiatives and producing successful outcomes.
- Broad knowledge of IT security, operations, compliance, and related products.
- Deep knowledge and hands-on experience in one or more of endpoint security, IT operations management, or regulatory compliance.
- Demonstrated critical-thinking skills.
- Excellent written and verbal communication skills.
- Team-oriented, mission-first attitude.
- Bachelor of Science degree in Computer Science, Mathematics, Engineering, or equivalent experience.
Nice To Haves
- Familiarity with FedRAMP.
- Broad knowledge of scripting languages.
Responsibilities
- Work with the SLED sales team from initial discovery through deal close to shorten sales cycles and improve closing rates.
- Oversee and participate in discovery meetings, platform demonstrations, and technical Proof of Value engagements for existing customers and new opportunities.
- Translate public-sector business and mission challenges into technical solutions that address SLED operating, budgetary, and regulatory constraints.
- Serve as a technical expert throughout sales engagements and align pre-sales and Proof of Value activities with strategic account goals and customers’ multi-year modernization roadmaps.
- Partner with field engineering teams to promote technical effectiveness and a consistent customer experience throughout the Proof of Value process.
- Communicate customer solutions verbally, in writing, and through presentations, including technical responses to RFPs and RFIs and participation in cooperative purchasing and public-sector forums.
- Build and maintain relationships with SLED customers, colleagues, and public-sector channel and reseller partners.
- Participate in and speak at regional and national SLED marketing events and conferences.
- Enable SLED-focused partners, integrators, and cooperative purchasing resellers through customer-facing sales and channel training.
- Collaborate with Sales, Marketing, Product, and Customer Success to improve effectiveness and efficiency throughout the SLED customer lifecycle.
- Travel to meet SLED customers and prospects in person, including at state capitals, agency and campus locations, and industry events; expected travel is 40–60%.
Benefits
- Medical, dental, and vision plans.
- Family planning benefits.
- Health savings account.
- Flexible spending account.
- Transportation savings account.
- 401(k) retirement savings plan with company match.
- Life, accident, and disability coverage.
- Business travel accident insurance.
- Employee assistance programs.
- Other well-being benefits.
- Five days of volunteer time off (VTO).
- Equity awards.
- Commission eligibility.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
