This position is home-based and requires candidates to be located in Canberra, ACT or within commutable distance. Regular on-site presence at customer locations across the Canberra region is expected as part of this role.
The Basics:
The Senior Customer Success Manager 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. Operating in a collaborative team environment, CSMs contribute to each customer's success by leveraging best practices and expertise to ensure adoption of the Tanium platform, leading to renewal and upsell opportunities for their assigned accounts.
This customer-facing role will be predominantly responsible for government customers each having thousands of endpoints running the Tanium platform and solutions. The successful candidate will be able to manage a significant set of customers and use data and qualitative feedback to decide how best to engage resources to drive desired results.
What You'll Do:
- Drive and communicate value for our federal, state and local government customers by aligning Tanium capabilities to desired customer outcomes
- Contribute to world-class retention and expansion by partnering with teammates across functional areas to create paths to full platform adoption, identify areas to expand usage or capabilities, and identify potential risks to customer renewals
- Build and maintain executive and administrative customer relationships within the customer's organisations, ensuring Tanium aligns to their mission, compliance requirements, cybersecurity mandates, and operational priorities
- Apply your experience with large, decentralized organizations and hybrid environments to strategically guide implementation, adoption, and utilization across multiple departments in the customer's environment
- Solidify Tanium as a system of record for various functional IT disciplines within customer environments through established trust of data, time to value, increased ROI, and business outcome achievements
- Facilitate the planning, coordination, development, and execution of Executive Business Reviews aimed at defining customer business objectives, aligning to strategic initiatives, communicating Tanium value, and developing long-term Customer Success Plans
- Collaborate across functional areas within Tanium, including Global Support, Escalation, Product, and Engineering teams, to drive the development of Tanium solutions based on customer needs
- Leverage your own technical domain expertise and internal technical resources, including engineering and product, support centre, knowledge bases, and other internal tools, to provide the most effective solutions to customer issues
- Advocate for the customer by sharing their feedback and use cases with product and engineering, support centre, and the rest of the account team
- Ensure customer success, leading to world-class retention and expansion, through proactive periodic health checks (and, if necessary, formal improvement plans), product training, and developing and sharing technical best practices
- 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
- Contribute to strategic customer plans for the months and years ahead, while executing your assigned strategies and tactics in coordination with other members of the account team to increase ROI and expand into new solution areas
- Perform activities and data management that help drive adoption and value against an agreed-upon plan with the customer. This may include artifact creation (including Value Plans for customers), action and risk tracking, enhancement tracking, and updating internal data systems such as Salesforce and/or Gainsight
We're Looking For:
Security Clearance
Education
- BA/BS or equivalent experience preferred
Experience Required
- More than 6 years of experience in Customer Success, Account Management, Renewals, or Service Management / Professional Services, preferably in technology company business model
- Experience working with Australian Federal Government agencies and personnel
- Consulting and project management skills, experience with building strategic relationships that drive business value for customers
- Working knowledge of endpoint technology and the areas of major business outcomes for a CIO
- Tanium Certified Operator (nice to have)
- Technical background (nice to have)
You are
- 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 organisations today
Other
- Travel ranging from 40-50% within regional territory
- Onsite / customer-located work as deemed necessary by the customer and/or account team, particularly in Canberra, ACT.
About Tanium
Tanium is the Autonomous IT company. Driven by AI and real-time endpoint intelligence, Tanium Autonomous IT empowers IT and security teams to make their organizations unstoppable.
Many of the world's leading organizations trust Tanium's single, unified platform for endpoint management and security to innovate faster, stay resilient and move business forward with confidence, at scale. To learn how Tanium delivers Autonomous IT for unstoppable business – visit www.tanium.com and follow us on LinkedIn and X.
On a mission. Together.
At Tanium, we are stewards of a culture that emphasizes the importance of collaboration, respect, and diversity. In our pursuit of revolutionizing the way some of the largest enterprises and governments in the world solve their most difficult IT challenges, we are strengthened by our unique perspectives and by our collective actions.
As a global organization with stakeholders around the world, it's imperative that the diversity of our customers and communities is reflected internally in our team members. We strive to create a diverse and inclusive environment where everyone feels they have opportunities to succeed and grow because we know that only together can we do great things.
Our commitment to excellence and innovation has earned us a place on the Forbes Cloud 100 list for ten consecutive years, and we continue to be recognized worldwide as a great place to work.
Taking care of our team members
Each of our team members has 5 days set aside as volunteer time off (VTO) to contribute to the communities they live in and give back to the causes they care about most.
Tanium is an Equal Opportunity and Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, gender identity, sexual orientation, disability, protected Veteran status, or other legally protected categories. If you require a reasonable accommodation in searching for a job opening, completing an application, interviewing, or completing any pre-employment testing or requirements, please contact [email protected]. For more information refer to the "Know Your Rights" poster which is available here - https://www.eeoc.gov/poster.
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