RVP, Solution Engineering - Mid-Market/Commercial

The Basics:
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, replacing ad hoc, unscalable one-to-one habits, while preserving Tanium's culture and holding the team accountable to 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), 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.
We're Looking For
Education