Senior Sales Engineer - SLED 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.

Senior Sales Engineer – SLED West Summary:

The Senior Sales Engineer is a key member of the SLED customer-facing sales team having primary responsibility for providing pre-sales technical support for all Delinea products. They will interact directly with employees at both technical and all levels of management on the client accounts including the executives (CTO, CIO, CISO etc.) Based in the Pacific or Mountain time regions, they will identify key customer requirements and present Delinea products and use cases that meet the applicable requirements.

What You’ll Do:

• Prepare for and deliver customized use case driven demonstrations of Delinea solutions.

• Provide consultative support for pre-sales, partners, and customers.

• Ensure continuing client engagement during demonstrations and other technical sessions related to sales opportunities.

• Address technical blockers that are impeding the closing of opportunities.

• Focus on largest and highest potential opportunities first and understand how to work with sales/account executives to prioritize these.

• Work with the Technical Support team to highlight any technical blockers and ensure that these cases are addressed in a timely fashion based on the opportunity close date.

• Work with Product Management in relaying feature requests and suggestions based on market, customer, and prospect feedback.

• Represent Delinea at trade shows and other industry events.

• Create and deliver training content for the Pre-Sales Engineering organization.

• Lead RFP/RFI and RFQ responses (RFX), engaging other company resources to help as needed, and ensuring that the RFX is completed on time.

• Provide technical and high-level best practices consultation services for current and prospective clients.

• Manage technical proof-of-concepts (POCs).

• Identify and communicate upsell opportunities to Client Services.

What You’ll Bring:

• 5+ years Sales Engineering or related field experience directly with State and Local Government / Education clients.

• Bachelor's degree in computer science or equivalent experience.

• Excellent presentation and listening skills, and the ability to learn and improve these on feedback from management and peers.

• Ability to customize demonstrations if needed for larger opportunities using out of the box thinking and creativity.

• Strong presentation skills and ability to build and present high-quality product demonstrations to both technical and executive audiences.

• A good understanding of solution sales methodologies.

• A strong understanding of computer and network infrastructure.

• Working experience with MS Windows, MS SQL Server, Active Directory, and some knowledge of UNIX/Linux.

• Knowledge of commonly used security technologies and protocols.

• Experience with PowerShell scripting and web services API.

• Understanding of relevant technologies and concepts related to DevOps.

• Familiarity with cloud platforms (Amazon Web Services, Google Cloud, Microsoft Azure) and cloud application architecture.

• Flexibility in work schedule to accommodate the customer and the needs of the business.

• Ability to attend conferences as needed and up to 30-35% travel within the United States

Bonus if you have:

• Proficiency and/or knowledge of existing Delinea products

• CISSP, MSCE, GIAC, CEH, or ISACA Certifications

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.