Description
Field Customer Engineers (FCEs) at Tanium are pre-sales technical experts who execute Proof of Value (POV) engagements to demonstrate the power of the Tanium platform against customer business objectives.
Responsibilities:
- POV Execution: Own and execute POV engagements with precision, defining clear success criteria with the account team and customer that map directly to the customer's business objectives.
- Configure and demonstrate the Tanium platform against the customer's priority use cases, quickly proving time to value and the power of the platform.
- Act as the expert during the POV stage of the sales cycle, guiding customer stakeholders, anticipating and resolving blockers, and keeping engagements on schedule.
- Present POV outcomes mapped to agreed success criteria to technical and executive stakeholders to secure the technical win.
- POV Standardization & Scale: Create and maintain gold standard POV workflows, use cases, and runbooks that streamline the POV experience and drive a consistent, effective, and efficient experience across all POCs.
- Rapidly operationalize new product releases into POV-ready use cases, so the field can prove the latest capabilities with confidence.
- Measure and continuously improve POV effectiveness, time to value, and conversion, capturing learnings from each engagement and feeding them back into the standard assets.
- Account Team & Customer Partnership: Partner closely with Solution Engineers, Directors of Strategic Accounts, Customer Success Managers, and Domain Architects to plan, scope, and execute POVs as one team.
- Ensure smooth transitions into and out of the POV stage , from pre-POV planning with the account team through post-POV handoff to deployment and Customer Success.
- Communicate engagement status, risks, and outcomes consistently and proactively to the account team and customer stakeholders.
- Field Feedback & Continuous Improvement: Identify and communicate product gaps and friction points impacting POV outcomes to the PM team, championing remediation where they affect sales opportunities.
- Work closely with Technical Enablement to build the field's capabilities in POV best practices, workflows, and use cases.
- Share competitive insights and customer use case learnings with Marketing and the broader field to sharpen Tanium's positioning.
Requirements:
- 3+ years of experience with Tanium as a customer, Solution Engineer, TAM, or in a related role
- Excellent communication and customer engagement skills, with the ability to lead technical sessions and present outcomes to stakeholders at all levels
- Deep working knowledge of the Tanium platform across endpoint management and security use cases
- Demonstrated ability to learn new concepts quickly and apply them in customer-facing engagements
- Experience executing or supporting POVs, POCs, pilots, or similar customer-facing technical evaluations
- Strong technical foundation, including enterprise IT environments, endpoint operations, and scripting or automation skills
- Data-driven and operationally minded, with deep, systematic problem-solving skills
- Demonstrates initiative, motivation, dependability, and a positive attitude
- Naturally team-oriented with a mission-first attitude, working effectively as part of a broader account team
- Willingness to always go above and beyond for the customer
Benefits:
- Annual base salary
- Equity awards
- Generous benefits package consisting of medical, dental and 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, and other well-being benefits