Director, Solution Engineering - San Francisco Bay

The Basics:

We are changing the world! Want to help the largest organizations on the planet achieve unprecedented visibility and control over the most complex environments in the world? 

Do you have an uncanny ability to understand customer needs and deliver solutions? Do you have technical skills along with the ability to translate those skills to any audience? At Tanium our Solution Engineering team works closely with Sales and Customer Success (CS) teams to engage current and potential customers. We drive and lead the technology evaluation stage of the sales cycle, demo the platform, and deliver comprehensive Proof of Value (POV). 

You will be engaged in interactive pre-sales discovery meetings, analysis of customers’ current technology and architecture, operational and business needs; and the development and presentation of appropriate Tanium solutions. You will lead deep-dive technical discussions with the customer to position Tanium’s transformative enterprise operations and security platform to the relevant stakeholders, from C-level to the technology user. 

What You'll Do:

• Work directly with our world-class sales team from initial discovery to deal close to shorten sales cycles and improve closing rates 
• Oversee and participate in initial discovery meetings with customers, providing platform demos and highly technical Proof of Value engagements for both existing customers and new sales opportunities 
• Architect complex technical solutions fulfilling business requirements across IT Operations, Security, and Risk teams 
• Be the direct conduit translating customer business challenges into technical solutions, positioning Tanium to effectively solve those challenges 
• Function as a technical expert throughout sales engagements, ensuring that tactical motions in the pre-sales and POV processes line up with strategic account goals 
• Prioritize and complete tasks independently on-time or ahead of schedule. Handle ambiguity well, driving towards results. Complete tasks with very little supervision 
• Maintain extremely high level of accountability, owning projects and engagements through from initiation to completion 
• Lead by example in partnering with field engineering teams and other business units to ensure maximum effectiveness and consistent customer experience throughout the sales process 
• Exhibit passion to be a part of Tanium and model that attitude actively. Energetic and never failing in pursuit of success 
• Volunteer to take responsibility for complex efforts and drive to completion. Be acknowledged as a proven leader and grow to be sought out by others for advice and mentorship. Embrace change. Understand company strategic goals and help the team achieve them 
• Consistently and cogently address our customers’ needs through astute verbal, written, and presentation skills 
• Build, manage and maintain strong relationships with customers, peers and partners 
• Actively participate and speak at regional marketing events and conferences 
• Customer-facing Sales and Channel enablement, including training 
• Operate as a keystone in the sales model, working with the Sales, Marketing, Product, and CS organizations to continuously improve effectiveness and efficiency throughout the customer life-cycle  
• Set and manage personal and professional goals. Mentor other team members in setting and achieving their own goals 
• Travel expected to be 40-60% to engage with customers and prospects in person 

We're Looking For:

• 8+ years of operational and/or selling experience in endpoint operations or security 
• 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 environments 
• Experience presenting at multiple levels, from C-Suite to Solution Users 
• A demonstrated track record of taking ownership of complex initiatives and producing successful outcomes 
• Broad knowledge of the IT security, operations, and compliance space and products 
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