The Basics:Field Customer Engineers (FCEs) are pre-sales technical experts that execute Proof of Value (POV) engagements with precision and at scale, quickly demonstrating time to value and the power of the Tanium platform against the customer's business objectives. Engaged at a critical stage of the sales cycle, FCEs act as the expert during the POV - from co-creation and review of success criteria definition through execution and the technical win. Serves as a trusted advisor to both the customer and go-to- market resources.
Beyond individual engagements, FCEs build the gold standard: reusable POV workflows and use cases that streamline the POV experience and create a consistent, effective, and efficient experience for every POC. FCEs partner closely with Solution Engineers, Directors of Strategic Accounts, Customer Success Managers, Domain Architects, and customers to ensure every POV is aligned to business objectives and positioned to convert.
What You'll Do:POV Execution
- Own and execute Proof of Value 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.
We're Looking For:
- 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
- Travel Requirements: 10% of time expected to travel
Core Competencies
- Tanium Competencies
- Demonstrates initiative and motivation
- Excellent oral and written communication skills
- Team player
- Person of high ethics and integrity
- Ability to work in a fast-paced, changing environment
Security & Privacy Roles & Responsibilities:
All roles at Tanium have access to Tanium Confidential Information, therefore, Tanium assigns a universal Position Risk Designation to all roles to hold everyone to the highest possible standard. All roles at Tanium are subject to the following requirements:
- Protection of Tanium information and other assets
- Compliance with Tanium policies and terms of applicable agreements with Tanium
