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Salary: USD 146,000 - 224,000 / annual
Tanium is seeking a Senior Solution Engineer to drive pre-sales technical engagement with state, local government, and higher education (SLED) customers. This role bridges the gap between Tanium's Autonomous IT Platform and complex public-sector mission requirements, working closely with SLED sales and customer success teams.
You will lead discovery meetings, conduct platform demonstrations, and deliver comprehensive Proof of Value (POV) engagements tailored to SLED operational, budgetary, and regulatory constraints. You will translate public-sector business and mission challenges into technical solutions, positioning Tanium's endpoint management and security capabilities to stakeholders ranging from state CIOs and CISOs to IT directors and security operations analysts.
Key responsibilities include:
- Partner directly with SLED sales teams from initial discovery through deal close to shorten sales cycles and improve closing rates
- Oversee and participate in discovery meetings, platform demos, and technical POV engagements for both new and existing customers
- Function as the technical expert throughout SLED sales engagements, ensuring pre-sales and POV processes align with strategic account goals and multi-year modernization roadmaps
- Address customer needs through verbal, written, and presentation skills, including RFP/RFI responses, cooperative purchasing vehicles, and public-sector conference settings
- Build and maintain strong relationships with SLED customers, peers, and channel/reseller partners
- Actively participate and speak at regional and national SLED events (NASCIO, EDUCAUSE, state/municipal CIO forums, cybersecurity summits)
- Provide customer-facing sales and channel enablement, training SLED-focused partners and integrators
- Collaborate with Sales, Marketing, Product, and Customer Success to improve effectiveness across the SLED customer lifecycle
- Travel 40–60% to engage with SLED customers and prospects in person at state capitals, agency and campus locations, and industry events
Tanium is recognized as a Leader in the 2026 Gartner Magic Quadrant for Endpoint Management Tools and has been on the Forbes Cloud 100 list for ten consecutive years.
REQUIREMENTS:
- 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 value-based technical selling expertise in very large enterprise or public sector environments
- Proven success supporting State, Local Government, and/or Higher Education sectors
- 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 (state contracts, GSA/cooperative purchasing vehicles, RFP/RFI processes) and ability to translate technical value into procurement-ready language
- Working knowledge of compliance and framework landscape relevant to SLED: CJIS, IRS Pub 1075, HIPAA, FERPA, StateRAMP, and CIS Controls; FedRAMP familiarity is a plus
- Demonstrated track record of taking ownership of complex initiatives and producing successful outcomes
- Broad knowledge of IT security, operations, and compliance space and products
- Deep knowledge with hands-on experience in one or more of: Endpoint Security, IT Operations Management, or Regulatory Compliance
- Broad knowledge of scripting languages is a plus
- Demonstrated critical thinking skills
- Excellent written and verbal communication skills
- Team-oriented with mission-first attitude
- BS degree in Computer Science, Mathematics, Engineering, or equivalent experience required
