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