Senior Manager, Commercial Sales Engineering - West
Senior Manager, Commercial Sales Engineering - West
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1 Vacancy
Job Description
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 Delineas 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 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 youre 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 Delineas 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 Delineas revenue growth pipeline creation partner ecosystem & go-to-market execution. Additionally this leader will contribute to cross-functional efforts to continuously improve Delineas product execution customer success experience & marketing programs.
What Youll 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 KPIs with Sales Leadership such that the SE function is clearly and consistently aligned to the business. Identify KPIs that will improve Delineas technical win rate. Embed KPIs in performance management standards across the function.
Create and develop Delineas SE talent program. Establishing the career path standards for growth and entry into Delineas 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 KPIs 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 teams KPIs.
Establish a cross-functional program to regularly engage Product Management as Delineas 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 Youll 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 KPIs & 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
Were 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 STRONGSpirited 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 addition all publicly posted social media sites may be reviewed.
Required Experience:
Senior Manager
Employment Type
Full-Time
