Commercial Sales Engineer at Delinea — Remote

Commercial Sales Engineer Summary:

The Commercial 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 Commercial 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.

Bonus if you Have:

• Certifications: CISSP, MSCE, GIAC, CEH, or ISACA
• Experience with DevOps environments

Why work at Delinea?

• We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities.
• 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.

• Spirited - We bring energy and passion to everything we do
• Trust - We act with integrity and deliver on our commitments
• Respect - We listen, value different perspectives, and work as one team
• Ownership - We take initiative and follow through
• Nimble - We adapt quickly in a fast-changing environment
• Global - We embrace diverse people and ideas to drive better outcomes