Senior Manager, Commercial Sales Engineering - West

About Delinea:
Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real-time. With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on Delinea.com, LinkedIn, X, and YouTube.

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. Manager, Commercial Sales Engineering Summary:

The Sr. Manager, Commercial Sales Engineering oversees Delinea’s team of Commercial Sales Engineering individual contributors across the US. This is a leadership role reporting to the Americas VP of Sales Engineering. This leader will own objectives related to Delinea’s revenue growth, pipeline creation, partner ecosystem & go-to-market execution. Additionally, this leader will contribute to cross-functional efforts to continuously improve Delinea’s product execution, customer success experience, & marketing programs.

What You’ll Do:

• Create and continuously cultivate a culture of Sales Engineering excellence that establishes the function as a competitive advantage for Delinea.

• Establish and continuously improve an operational excellence model across the function regionally. Identify and align KPI’s with Sales Leadership such that the SE function is clearly and consistently aligned to the business. Identify KPI’s that will improve Delinea’s technical win rate. Embed KPI’s in performance management standards across the function.

• Create and develop Delinea’s SE talent program. Establishing the career path, standards for growth, and entry into Delinea’s SE community are critical to this role. Support an SE-on-boarding program with milestones that drive demo proficiency in 90 days or less.

• Support SE Enablement standards that aligns to KPI’s and go-to-market priorities.

• Identify SE-led programs to create pipeline at a global scale.

• Uphold a global demo & POC standard that includes competitive trapping, Delinea value positioning, & business value alignment.

• Invest in and engage the partner ecosystem through programs that are embedded in the core team’s KPI’s.

• Establish a cross-functional program to regularly engage Product Management as Delinea’s “voice of the client” on product strategy prioritization. This program should establish alignment with Product & Engineering leaders to ensure that the needs of the field are appropriately communicated back to those owners.

• Evaluate organizational alignment regionally, and instrument adjustments that align to go-to-market execution through alignment with HR Business Partners.

• Act as an Executive Sponsor on key accounts and partnerships.

What You’ll Bring:

• 3+ years of experience leading go-to-market teams.

• Experience leading Americas-wide US functions.

• Experience leading Sales Engineering teams.

• A point-of-view and approach to building a community.

• Proven experience building global programs that align to sales priorities such as forecast accuracy, pipeline creation, and technical win playbooks.

• Experience mixing direct and partner driven SE engagement excellence.

• Experience building SE Enablement, KPI’s, & Technical Win standard programs on a regional scale.

• Ability to contribute as a senior executive in Marketing, Corporate Event, Executive Sponsorship, & Speaking engagement scenarios.

• CISSP and other Industry Certifications are desirable.

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 pension/retirement matching, comprehensive life insurance, an employee assistance program, generous discretionary time off (DTO), and paid company holidays. We support all families with paid leave for new birth, adoption, surrogacy, or foster-to-adopt primary caregivers.

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 criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.