Regional Vice President, Solutions Engineering at Tanium

At Tanium, our Regional Vice President role fulfills a necessary role of leading a team of Solutions Engineers who serve our customers and prospects by understanding their challenges and showcasing the Tanium value proposition to solve tough customer problems. This role leads the Mid-Market/Commercial Solutions Engineering team, replacing outgoing leadership, and reports to the VP of Solutions Engineering.

Operating in a collaborative team environment with Sales, Partner/PSA, Customer Success, Product Management, and Marketing, this RVP contributes to customer success by leading technical sales opportunities across a high-volume, fast-cycle book of business.

This role is charged with building a repeatable one-to-many enablement and technical discovery motion for the segment while preserving Tanium’s culture and empowering consistent, data-backed execution.

This role is remote and will require 40-50% travel.

What You'll Do

Lead your team by:

• 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).
• Own territory mapping and account/opportunity assignment for the team by implementing a clear, owned model and consistent oversight.
• 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.
• 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. For example, improvements in deal cycle time and average sales price (ASP) through better discovery, qualification, and enablement.
• Partner closely with Sales leadership to align on shared pipeline, revenue, and customer outcomes for the segment. In parallel, identify risks and opportunities quickly and escalate to the right people.
• Hire, onboard, motivate, and retain strong SE talent; run regular 1:1s, performance management, coaching, and mentoring.

We're Looking For

Education

• Associate’s degree or equivalent experience required.
• Bachelor’s degree in Computer Science, MIS, or similar experience a plus.

Experience

• 7+ years in the industry with solid technical skills across networking, security, operations, scripting, and/or programming.
• Leadership: 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. Deep sense of ownership, hands-on, proactive, highly collaborative.
• Measurable Impact: 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.
• Scaled Enablement: 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.
• Change Leadership: has led a team through changes (e.g., 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.
• Data-Driven: 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.
• Detail-Oriented Communication: 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.
• Management: 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.
• Experience working with mid-market and commercial customers and a high-volume opportunity pipeline; strong critical thinking and problem-solving.
• Good Judgement: takes self-governed, consistent action to prioritize and weigh cost and value, aligned with Tanium’s mission.
• Communication: executive-level communication and emotional intelligence in all forms of communication; anticipates blockers and delays and communicates ahead of them.
• Influencing: strong, consistent influence skills across the team and with strategic partners, presenting logical and compelling arguments to drive innovation and efficiency.