Commercial Sales Engineer, Delinea
Privileged access management (PAM) solutions
Open for applications
Privileged access management (PAM) solutions
1001+ employees
Open for applications
1001+ employees
Company mission
To empower cybersecurity for the modern, hybrid enterprise.
Role
Who you are
- 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
What the job involves
- The Commercial Sales Engineer will work as part of the 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
- 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
Our take
In a world of increasingly muscular cyber threats, Delinea is providing Privileged Access Management (PAM) tools for companies in the medical, construction, manufacturing, and government industries. With the constant evolution of threats, these and many more industries require sturdy support from companies, leading to PAM solutions being valued at $18.32 billion in 2019.
Delinea has enjoyed funding from Thomas Bravo and Insight Partners in the past, but is one of many similar companies in the industry. However, under its previous moniker of Centrify, dating back to Delinea’s merger with Thycotic Software, the company has been a major player in PAM since 2004. With a buyout in 2021 by TPG Capital, Delinea is clearly taking steps to keep up with modern threats.
Kirsty
Company Specialist
Insights
Company
Company benefits
- Full suite of medical, dental, and vision insurance
- 401(k)
- ROTH, comprehensive life insurance, short-term and long-term disability insurance, an employee assistance program
- Generous discretionary time off
- 10 or more paid holidays
Company values
- Spirited - What Delinea does is serious work, but it has a great time doing it. It's passionate about responding to its customers and making an impact. Delinea strives to bring out the best in each other
- Trust - Delinea's customers trust it to protect its most critical resources and take that responsibility seriously. It does the things it says it's going to, and it doesn’t promise what it can’t deliver. Delinea counts on each other, and it has each other’s backs
- Respect - Delinea treats everyone with dignity, respect and professionalism. It values diverse viewpoints and backgrounds as the foundation for collaboration and innovation
- Ownership - Delinea is driven to solve problems and it's accountable for delivering results with the highest level of integrity. Delinea shares all responsibility for the success of the company and its customers
- Nimble - Delinea challenges the status quo, and it innovates fast to stay ahead of cyberthreats, setting the pace for a fast-moving industry. It makes decisions with the best information available and learns from its actions
- Global - Employees across almost 40 countries and customers all over the world bring a global perspective to Delinea's business. It doesn’t base decisions on the assumptions of a single country or culture
Company HQ
Financial District, San Francisco, CA
Articles
Leadership
Art Gilliland
(CEO)Previously Advisor at TPG CAPITAL MANAGEMENT, L.P, Senior Vice President and GM, Symantec Enterprise Division Broadcom Inc, EVP and GM Enterprise Business Unit at Symantec, Member Board Of Directors at Gigamon.
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