Senior Solution Engineer-SLED NorCal

The Basics:

We are changing the way state and local governments and higher education institutions run and secure their most critical operations. Want to help state agencies, cities, counties, K–12 districts, and colleges and universities achieve unprecedented visibility and control over the most complex, mission-essential environments in the public sector?

Do you have an uncanny ability to understand the unique needs of SLED customers and deliver solutions? Do you have deep technical skills along with the ability to translate them to any audience — from a state CIO or CISO to a district IT director to a campus security operations analyst? At Tanium, our SLED Solution Engineering team works closely with our SLED Sales and Customer Success (CS) teams to engage current and prospective public sector customers. We drive and lead the technology evaluation stage of the sales cycle, demo the platform, and deliver comprehensive Proof of Value (POV) engagements tailored to SLED mission requirements, compliance frameworks, and funding realities.

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 across state, local, and higher education organizations — from elected leadership and cabinet-level CIOs and CISOs to the technology users on the front line.

What You'll Do:

• Work directly with our SLED sales team from initial discovery to deal close to shorten sales cycles and improve closing rates within state, local government, and higher education accounts
• Oversee and participate in initial discovery meetings with SLED customers, providing platform demos and highly technical Proof of Value engagements for both existing customers and new sales opportunities
• Be the direct conduit translating public sector business and mission challenges into technical solutions, positioning Tanium to effectively solve them within SLED operating, budgetary, and regulatory constraints
• Function as a technical expert throughout SLED sales engagements, ensuring that tactical motions in the pre-sales and POV processes line up with strategic account goals and the customer's multi-year modernization roadmap
• Partner with field engineering teams to ensure maximum technical effectiveness and consistent customer experience throughout the POV process
• Consistently and cogently address our customers' needs through astute verbal, written, and presentation skills — including formats familiar to SLED buyers such as technical response to RFP/RFI, cooperative purchasing vehicles, and public-sector conference and user-group settings
• Build, manage and maintain strong relationships with SLED customers, peers, and channel/reseller partners who serve the public sector
• Actively participate and speak at regional and national SLED marketing events and conferences (e.g., NASCIO, EDUCAUSE, state and municipal CIO forums, state and regional cybersecurity summits)
• Customer-facing Sales and Channel enablement, including training for SLED-focused partners, integrators, and cooperative purchasing resellers
• Operate as a keystone in the sales model, working with Sales, Marketing, Product, and CS organizations to continuously improve effectiveness and efficiency throughout the SLED customer life-cycle
• Travel expected to be 40–60% to engage with SLED customers and prospects in person, including state capitals, agency and campus locations, and industry events

We're Looking For:

• 6+ 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 or public sector environments
• Proven success supporting the State, Local Government, and/or Higher Education sector
• Experience presenting at multiple levels, from C-Suite (state/agency CIO, CISO) and executive leadership to solution users and front-line practitioners
• Familiarity with public sector procurement motions (e.g., state contracts, GSA/cooperative purchasing vehicles, RFP/RFI processes) and the ability to translate technical value into procurement-ready language
• Working knowledge of the compliance and framework landscape most relevant to SLED — including CJIS, IRS Pub 1075, HIPAA, FERPA, StateRAMP, and CIS Controls; familiarity with FedRAMP is a plus
• 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
• Deep knowledge with hands-on experience in one or more of the following:
  • Endpoint Security
  • IT Operations Management
  • Regulatory Compliance
• Broad knowledge of scripting languages is a plus
• Demonstrated critical thinking skills
• Excellent written and verbal communication skills
• Naturally team-oriented with a mission-first attitude
• BS degree in Computer Science, Mathematics, Engineering or equivalent experience required

About Tanium 

On a mission. Together. 

At Tanium, we are stewards of a culture that emphasizes the importance of collaboration, respect, and diversity. In our pursuit of revolutionizing the way some of the largest enterprises and governments in the world solve their most difficult IT challenges, we are strengthened by our unique perspectives and by our collective actions.  

As a global organization with stakeholders around the world, it’s imperative that the diversity of our customers and communities is reflected internally in our team members. We strive to create a diverse and inclusive environment where everyone feels they have opportunities to succeed and grow because we know that only together can we do great things.  

Our commitment to excellence and innovation has earned us a place on the Forbes Cloud 100 list for ten consecutive years, and we continue to be recognized worldwide as a great place to work. 

Each of our team members has 5 days set aside as volunteer time off (VTO) to contribute to the communities they live in and give back to the causes they care about most.  

What you’ll get 

The annual base salary range for this full-time position is $146,000 to $224,000 and this position will also be commission eligible. This range is an estimate for what Tanium will pay a new hire. The actual annual base salary offered may be adjusted based on a variety of factors, including but not limited to, location, education, skills, training, and experience.

In addition to an annual base salary, team members will receive equity awards and a generous benefits package consisting of medical, dental and vision plan, 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, disability insurance, and other well-being benefits.