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Innovation Endeavors

Senior Sales Engineer- West



Sales & Business Development
Posted on Friday, May 31, 2024

About Us:

Delinea is a leading provider of privileged access management (PAM) solutions for the modern, hybrid enterprise. We make privileged access more accessible by eliminating complexity and defining the boundaries of access to reduce risk, ensure compliance, and simplify security. Delinea empowers thousands of customers worldwide, including over half the Fortune 100. Our customers include the world’s largest financial institutions, intelligence agencies, and critical infrastructure companies.

Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you're ready to push boundaries and challenge the status quo in security, we want to hear from you.

Apply today to help us achieve our mission.

Sr. Sales Engineer Position Summary

The Sr. Sales Engineer will work as part of a go-to-market team by presenting solutions to solve customer business challenges to technical and business stakeholders.

As a Sales Engineer you will work together with our clients’ senior leadership to identify and prioritize use cases, identify milestones, and establish business case criteria that align to their IAM & PAM program investment strategies.

As a subject matter expert that engages with our clients you will also be engaged to guide Delinea’s product strategy internally. The role will contribute to “voice of the company” efforts. From time-to-time this will include participation in events, content creation, & speaking engagements.

What You’ll Do:

  • Establish a gold standard demo approach that credibly underpins the company’s vision for Privilege Access Management Solutions.

  • Strategize with account managers on ways to optimize our engagement with client stakeholders

  • Deliver world class Proof of Value (PoV) / Proof of Concept (PoC) engagements that solidify the value and differentiation of Delinea solutions

  • Develop new and innovative concepts and programs to drive pipeline with the ESP target customer base.

  • Leverage public speaking, industry commentary, and social media outlets to build awareness and drive pipeline.

  • Articulate the Delinea vision and strategy with prospects, customers, & partners.

  • Be a strategic thinker that is constantly looking for selling techniques and strategies that can create a competitive advantage for Delinea.

  • Identify industry trends that qualify as growth opportunity for the Delinea business.

  • Address technical blockers that are impeding the closing of opportunities.

  • Work with Product Management in relaying feature requests and suggestions based on market, customer, and prospect feedback.

What You’ll Bring:

  • Demonstrable examples of relationship building with technical & business stakeholders. Candidates should have referenceable examples of clients that view them as trusted advisors.

  • Ability to mix business and technical metrics in support of business case creation for clients.

  • High proficiency in cloud-computing technologies, containers, and confidence in adding value to customer discussions on how Delinea products can provide value in those areas.

  • Working experience with MS Windows, MS SQL Server, Active Directory, and strong knowledge of UNIX/Linux.

  • Working knowledge of authentication protocols, such as SAML, OAUTH, LDAP, Certificate, PKI and Kerberos

  • The ability to communicate credibly with technical and business stakeholders will be a critical skill and capability in this role.

  • Ability to articulate a perspective on the convergence of PAM, IAM, IGA, CIEM, DREAM and the other ancillary facets of overall Identity and Access Management.

  • Working knowledge of, and preferably experience with, CyberArk, Thycotic, Centrify, BeyondTrust, Sailpoint, Savyient, Forgerock, OneIdentity, Okta, Ping, or other providers that populate the Identity & Privilege Access Mangegment space.

  • Certifications: CISSP, MSCE, GIAC, CEH, or ISACA certifications a plus.

  • Experience with DevOps environments a plus.

Delinea Culture & Benefits:

Why work at Delinea?

· We’re passionate problem-solvers doing our part to make the world a safer place.

· We invest in people who are smart, self-motivated, and collaborative.

· What we offer in return is meaningful work, a culture of innovation and great career progression!

At Delinea, our core values are STRONG—Spirited – Trust – Respect – Ownership – Nimble – Global – and guide our behaviors and success. We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie.

We take care of our employees. We offer competitive salaries, a meaningful equity and bonus program, and excellent benefits, including a full suite of medical, dental, and vision insurance, as well as 401(k) matching, ROTH, comprehensive life insurance, short-term and long-term disability insurance, an employee assistance program, generous discretionary time off (DTO), and 12 paid holidays. We support all families with 12 weeks of paid leave for new birth, adoption, surrogacy, or foster-to-adopt primary caregivers. Secondary caregivers are offered 6 weeks of paid leave.

Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

Upon conditional offer of employment, candidates are required to complete comprehensive 7-year criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.