Sales Engineer - GRC/Identity Governance

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.

Sales Engineer – (GRC/Identity Governance)

The 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 on the Fastpath team at Delinea, you will play a critical role in helping organizations improve access governance, pass audits, reduce risk, and operationalize security controls across ERP, identity, and business systems. You will work together with Account Executives and customer stakeholders to uncover risk, map business processes to product capabilities, and deliver high-impact demos, workshops, and proof of value that drive technical wins. 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.

This role will report directly into our Manager of Sales Engineering

What You’ll Do

• Establish and maintain a gold-standard demo approach that is consistent, repeatable, and continually improved through refined demo data, scripts, and enablement assets.

• Execute world class Proof of Value / Proof of Concept (PoV/PoC) engagements, including success criteria definition, technical validation, and stakeholder alignment

• Partner with Account Executives to develop account strategy, multi-thread customer engagement, and build compelling technical narratives that support business cases

• Present to both technical and business stakeholders, including IT, Security, Audit, Compliance, Finance, and application owners

• Support customer RFP responses and security questionnaires by providing accurate, clear, and professional technical input

• Serve as “Voice of the Customer” by capturing product feedback, identifying market patterns, and collaborating with Product Management on roadmap-driven insights

• 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.

What You’ll Bring

• 5+ years in a customer-facing technical role (Sales Engineering, Solutions Consulting, Implementation Consulting, or similar).

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

• Experience presenting technical solutions to stakeholders at multiple levels, including executive audiences.

• Ability to structure and lead PoC-style engagements including technical milestones, success criteria, and stakeholder expectations.

• Strong written communication skills (comfort writing professional technical summaries, follow-ups, and RFP/security responses).

• Strong understanding of how enterprise systems integrate (REST APIs, connectors, data synchronization, identity sources, authentication flows).

• Willingness to travel up to ~25%.

We’d Love to See:

• Understanding of access governance concepts such as:

• User Access Reviews / Certifications

• Segregation of Duties (SoD) risk

• Role-based access controls / least privilege

• Audit and compliance requirements (SOX, SOC, etc.)

• Hands-on familiarity with enterprise systems or business applications such as ERP / Finance systems, identity platforms, or security tools.

• Prior experience with systems like NetSuite, Dynamics 365, SAP, Oracle, or other ERP platforms where access risk and controls are a primary driver.

• Familiarity with IAM / IGA / PAM ecosystems and tools (SailPoint, Saviynt, Okta, Microsoft Entra, CyberArk, BeyondTrust, etc.).

• Experience supporting channel / partner-driven deals and delivering joint demonstrations or workshops.

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.

At Delinea, our core values are STRONG and guide our behaviors and success:

• 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

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 bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays.

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.