Regional Vice President of Customer Success, Tanium
$110-325k
+ Equity
More information about location
Office located in Emeryville, CA
Security and systems management platform
Open for applications
Security and systems management platform
1001+ employees
Open for applications
$110-325k
+ Equity
More information about location
Office located in Emeryville, CA
1001+ employees
Company mission
Tanium's mission is to provide manageability and security at scale for anything with a chip.
Role
Who you are
- Candidates with prior federal and/or SLED experience and management experience are preferred
- 4+ years of experience in Customer Success, Account Management, Sales, Renewals, or Service Management / Professional Services, preferably in a SaaS business model
- Experience in one or more of the following technical domains: Endpoint Security, Endpoint Support/ Troubleshooting, Incident Response, Systems Management, Utility Scripting (bash, PowerShell, VBScript, Python)
- Ability to master new concepts and technologies; continually striving to master the Tanium platform and modules
- Proven experience working with enterprise customers, demonstrating an ability to understand their complex business needs and challenges and aligning them with solutions that deliver measurable outcomes
- Proven ability to coach and develop talent to improve their performance, strategic thinking, and ability to manage complex enterprise relationships
- Demonstrated ability to navigate ambiguity and adapt to changing strategies, particularly in GTM transformations
- Track record of success in driving customer retention, satisfaction, and expansion in a SaaS environment, with experience leading strategic enterprise-level engagements
- Strong analytical skills, with the ability to use data to guide decision-making and drive continuous improvement initiatives
- A highly organized self-starter who thrives in a fast-paced environment and is comfortable working in ambiguity
- Curious, willing to learn from others in your discipline, your customers, and other roles at Tanium
- Willing to contribute suggestions and ideas to further customer and Tanium goals
- Eager to become an expert in demonstrating value and return on investment to our customers
- Eager to learn technology foundations and become a technical advisor on the Tanium platform and solutions
- A strong communicator and intuitive listener
- Professional, insightful, and values-driven
- Motivated to help to solve the toughest IT problems faced by organizations today
What the job involves
- Tanium’s Customer Success function is critical to helping customers receive value from their investment in Tanium and to ensure Tanium maintains its enviable base of high value, loyal customers that rely on Tanium to manage all their endpoints. The RVP, Customer Success role leads a team that is responsible for each customer’s success by leveraging best practices and their technical expertise to ensure adoption of the Tanium platform, leading to renewal and upsell opportunities for their assigned accounts
- Lead, Mentor, and Scale: Motivate and inspire a team of Customer Success team members focused on driving exceptional service, value realization, and a world-class customer experience
- Strategic Vision & Flexibility: Develop and communicate a regional customer success strategy that aligns with evolving GTM strategies and company objectives. Adapt this strategy to address shifting customer needs and internal changes, ensuring consistent success outcomes
- Account Ownership: Provide supervision across several customers and partners, with a direct impact on the team’s overall results, through high-visibility, high-touch delivery strategies, technical account plan deployments, and product-level success plans
- Risk Identification: Manages churn risk in their region either directly or through their teams by proactively identifying adoption issues, leveraging the Advanced Consulting Engineering (ACE) or Enterprise Services capabilities to address stalled adoption, where appropriate
- Navigate Ambiguity: Demonstrate the ability to work through levels of ambiguity as the company transitions through GTM changes. Maintain focus on customer outcomes, ensuring that changes in internal strategy do not disrupt the customer experience
- Data-Driven Insights: Establish and monitor key metrics and performance indicators (KPIs) to assess customer health, satisfaction, and product adoption. Use data to make informed strategic decisions and continuously improve the customer experience
- Cross-Functional Collaboration: Work closely with Sales, Product, Marketing, and Support teams to ensure seamless customer journeys, from onboarding to adoption, and to resolve any customer challenges swiftly and effectively. Drive alignment between these teams during GTM transitions
- Business and Technical Acumen: Understand the unique complexity of the customers and segmentation of customers you serve and create the best path to full Tanium platform adoption and expansion, leveraging your understanding of not only the customer’s environment but also insights as to how to overcome obstacles to implement new technologies and integrations
- High-Performance Culture: Cultivate a culture of collaboration, learning, and excellence within the Customer Success team. Provide ongoing coaching, mentoring, and professional development to build a high-performing, customer-centric team
- Customer Advocacy: Lead a team of trusted advisors to our most strategic enterprise customers, proactively addressing their challenges, both consultative and technical, and aligning their success with Tanium's solutions. Ensure “multi-threaded” relationships across multiple levels of seniority and cross-functionally
- Growth and Expansion: Identify expansion opportunities within existing accounts and collaborate with Sales to develop and execute upsell and renewal strategies that drive revenue growth
- Innovative Customer Success Programs: Proactively identify opportunities with the customer through key customer success initiatives such as customer feedback programs, business reviews, and success plans
- Industry Leadership: Stay current with customer success best practices, industry trends, and evolving customer needs. Use this knowledge to innovate and develop the Customer Success function at Tanium
- Onsite / customer-located work as deemed necessary by the customer and/or account team
Our take
For millions of companies, cyber security is high on the agenda, especially as remote working has become the norm. Tanium offers a security and systems management platform that allows real-time data collection at an enterprise scale. It covers customers such as AutoNation, GoDaddy, and Whirlpool who use the company’s software to stay abreast of the ever-increasing level of sophisticated cyber attacks.
A valuable tool for enterprises and government organisations, it partners with leading platforms and service providers across the world like Google Cloud, Oracle and Verizon. In doing so, it allows security and IT teams access to accurate information on the state of endpoints, helping it to realise new levels of business resilience.
Tanium added a former US Defence Secretary to its Board in 2021. A collaboration with Salesforce provided a platform that supports IT service management, remote monitoring and management, and cybersecurity capabilities. In the same year, the appointment of CFO Mark Levine could signal an IPO in the near future.
Steph
Company Specialist at Welcome to the Jungle
Insights
-11% employee growth in 12 months
Company
Funding (last 2 of 9 rounds)
Jan 2021
$150m
LATE VC
Oct 2020
$150m
LATE VC
Total funding: $805.7m
Company benefits
- 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
- Business travel accident insurance
- Employee assistance programs
- Disability insurance
Company HQ
Lakeview, Kirkland, WA
Leadership
David Hindawi
(Executive Chairman)Before co-founding Tanium, David founded BigFix Inc, a systems management tool that IBM acquired, and Software Ventures, a leader in telecommunications software. They have several software patents in network communications and systems management.
Orion Hindawi
(Executive Chairman)Before co-founding Tanium with their father, David, Orion worked as the VP of Technology for BigFix, the systems management tool founded by their father. Previously served as CEO for Tanium.
Dan Streetman
(CEO)Previously served as CEO for both Allvue Systems and TIBCO. Experience as EVP of Worldwide Sales & Marketing for BMC Software and as SVP of Worldwide Alliances & Channels for Salesforce.
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