Note: The job is a remote job and is open to candidates in USA. Tanium is an Autonomous IT company that provides real-time intelligence, agentic decision-making, and autonomous execution for IT and security operators. The Regional Vice President will lead the Mid-Market/Commercial Solutions Engineering team, scale repeatable technical discovery and enablement programs, drive data-backed sales execution, and partner with Sales and other functions to improve customer outcomes.
Responsibilities
- Own and scale a repeatable one-to-many technical discovery and enablement motion for Mid-Market/Commercial (demo days, service-design-style workshops, self-serve content), replacing one-off, one-to-one habits
- Own territory mapping and account/opportunity assignment for the team, replacing ad hoc DSA self-assignment with a clear, owned model and consistent oversight
- Define, standardize, and hold the team to a consistent "technical win" definition and win-rate tracking, using Power BI/Salesforce as the source of truth over less reliable tools
- Set specific targets for team execution, not just directional goals, and expect the team to produce the data that proves progress rather than take the assertion at face value. Use pipeline and win-rate data to identify what's working and translate those observations into concrete changes in team behavior, communicating findings clearly to sales and executive stakeholders
- Own measurable improvement in deal cycle time and average sales price (ASP) through better discovery, qualification, and enablement, and report progress against those metrics
- Own and drive execution against the Solutions Engineering organization's OKRs for the segment, translating broader company and team goals into specific, trackable targets for pipeline health, deal predictability, and technical win rate
- Enforce and evolve SE rules of engagement (e.g., SEs assigned at Discovery stage or above, MEDDPICC-gated assignment, no SEs on prospecting or non-expansion renewals)
- Identify risks and opportunities quickly and escalate to the right people before they require a fire drill; anticipate blockers for the team's work and communicate ahead of them
- Partner closely with Sales leadership to align on shared pipeline, revenue, and customer outcomes for the segment
- Hire, onboard, motivate, and retain strong SE talent; run regular 1:1s, performance management, coaching, and mentoring
- Ensure technical enablement stays current; partner on technical pre-sales opportunities and marketing events as needed
- Champion the voice of customers to influence product direction and priorities
Skills
- Associate's degree or equivalent experience required
- 7+ years in the industry with solid technical skills across networking, security, operations, scripting, and/or programming
- 3-5 years leading a technical sales engineering or solution engineering team
- Has led a team of individual contributors, not just a book of business
- Has a track record of driving down deal cycle time and/or increasing average sales price (ASP) through changes they personally led, not just inherited results
- Can speak specifically to what changed and what moved as a result
- Has built or run a one-to-many technical discovery or enablement motion (workshops, demo days, scaled content), not just one-to-one SE support
- Comfortable defining where scale works and where it doesn't
- Has led a team through changes, (eg reorg, a shift to a new territory model, or a change in account/opportunity assignment) and can speak to how they brought the team along
- Genuinely comfortable in the data, not just consuming a dashboard
- Sets specific targets rather than vague directional goals, and expects the team to bring evidence of progress, not just the assertion of it
- Can speak eloquently to specific observations in pipeline, win-rate, or deal data and describe how those observations changed team behavior
- Quickly identifies risk and opportunity in a deal or a team pattern and communicates it clearly, escalating to the right people before it becomes a bigger problem
- Passion for leading teams, manages with empathy, patience, and inclusiveness without compromising on business goals
- Regularly coaches individual team members on skill development and career growth
- Understands broader corporate initiatives and translates strategic goals into tactical execution, holding the team accountable by prioritizing, adapting, and using data
- Experience working with mid-market and commercial customers and a high-volume opportunity pipeline; strong critical thinking and problem-solving
- Takes self-governed, consistent action to prioritize and weigh cost and value, aligned with Tanium's mission
- Executive-level communication and emotional intelligence in all forms of communication; anticipates blockers and delays and communicates ahead of them
- Strong, consistent influence skills across the team and with strategic partners, presenting logical and compelling arguments to drive innovation and efficiency
- Bachelor's degree in Computer Science, MIS, or similar experience a plus
Benefits
- Remote work arrangement
- 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.
- Equity awards
- Medical plan
- Dental plan
- 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
- Other well-being benefits
Company Overview
Company H1B Sponsorship