Climb Channel Solutions NA

Technical Account Manager

• Serve as the technical subject matter expert for the Fastpath product family, including solutions for access risk management, Segregation of Duties analysis, automated user access certifications/reviews, change tracking in business applications, and compliance reporting.
• Act as the customer's trusted advisor to maximize value from their Fastpath deployment, accelerate issue resolution, guide effective use of access governance features, and help derive measurable ROI through reduced audit effort and risk exposure.
• Regularly monitor customer health metrics (module usage, report execution, time in application, etc.) and share insights with relevant internal teams to support renewals, expansions, and proactive engagement.
• Deliver remote services to new and existing customers, including configuration guidance, onboarding to Fastpath modules, training on audit workflows, SoD rulesets, and reporting tools.
• Engage swiftly with customers to resolve high-priority issues related to access data accuracy, certification campaigns, risk quantification, or integration with business applications.
• Track product updates, new features, emerging compliance requirements, and potential impacts; proactively communicate changes to customers and advocate for their needs in product roadmap discussions with Engineering and Product Management.
• Conduct regular review sessions to validate platform configurations for alignment with audit/compliance objectives.
• Document customer environments, access profiles, risk mitigations, and control evidence; share details with internal support and engineering teams to enable faster root-cause analysis and resolution.
• Coordinate participation in early access programs for new Fastpath releases, identify opportunities to influence product direction, and support beta testing/validation focused on audit and compliance use cases.
• Subject to travel and safety restrictions, visit customer sites (primarily North America) for Quarterly Business Reviews, compliance assessments, or deep-dive workshops on access governance.
• Maintain high performance levels with customers, measured through satisfaction surveys and compliance outcomes.
• Build and leverage relationships across Delinea to mobilize resources quickly for customer challenges.
• Develop and present executive-level reports summarizing access risk posture, certification progress, key compliance themes, and actionable insights from global escalations.

Technical Account Manager – GRC, Identity Governance

Consultant

• Lead customers through software implementation solutions by leveraging Delinea’s delivery methodology.
• Maintain utilization targets and complete project deliverables.
• Configure and customize Delinea product solutions in line with customer Privilege Identity and Privilege Access requirements.
• Become the subject matter expert of the Delinea software product line.
• Build and maintain client relationships and become a trusted advisor.
• Collaborate with integration team members to help scope, gather appropriate requirements, design, and implement Privilege Identity and Privilege Access solutions leveraging Delinea products.
• Work efficiently with internal cross functional teams.
• Produce deliverables such as architectural and configuration plans, extensible scripts, and documentation from the resulting environment.
• Work independently by prioritizing and aligning work with organizational goals to achieve customer success.
• Be a team player for the professional services organization by collaborating and taking direction from the Solutions Architect Leads and Professional Services Managers.
• Be able to interact directly with technical contacts and all levels of management including executives (CTO, CIO, CISO, etc.) on client accounts.

Professional Services Consultant

Sales Engineer

• 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.

Commercial Sales Engineer

Software Engineer

• Build and lead a multi-team engineering organization for AI security
• Define and drive the engineering roadmap for Delinea's AI security platform
• Lead the teams building agent discovery and posture
• Scale the technology from early customer deployments to broad production use
• Partner with product, architecture, and field teams

Director of Engineering, AI

Product Manager

• Develop and execute product strategy for Fastpath Assure, owning roadmap direction across governance, compliance, audit, segregation of duties (SoD), access reviews, provisioning, and application governance.
• Independently lead the end-to-end product development lifecycle from ideation and market analysis through execution, launch, and ongoing optimization.
• Define and prioritize product capabilities that strengthen Fastpath Assure’s competitiveness, customer adoption, and long-term strategic value.
• Drive strategic business outcomes by partnering cross-functionally with engineering, sales, marketing, support, and customer success teams to improve retention, product-market fit, and revenue opportunities.
• Collaborate closely with customers and stakeholders to deeply understand market needs, validate requirements, and identify opportunities for innovation and differentiation.
• Lead efforts to evaluate customer adoption, product stickiness, competitive positioning, and market trends to inform product direction and business decisions.
• Collaborate with engineering teams to translate business and product priorities into scalable technical solutions.
• Support strategic opportunities to extend Fastpath Assure capabilities into broader platform initiatives where appropriate.
• Develop internal enablement, product collateral, and go-to-market support materials that improve field readiness and customer value communication.
• Stay current on governance, risk, compliance (GRC), identity governance, AI-driven governance, analytics, and automation trends to inform roadmap evolution.

Senior Product Manager – Workforce

Platform Engineer

• Contribute to the architecture, design, development, and deployment of scalable and intelligent cloud-based microservices within an Azure Cloud environment.
• Use C#, .NET Core, CosmosDB, Kubernetes and Terraform.
• Participate in the architecture, design, development, testing, and maintenance of microservice-based applications using C#/.NET Core and related technologies.
• Develop and deploy web applications using CI/CD.
• Collaborate with architects, product managers and DevOps teams to define system roadmaps as well as design, develop, test and deploy software solutions.
• Write clean, maintainable and efficient code in C#.
• Conduct code and design reviews, emphasizing performance, security, maintainability and quality.
• Diagnose and resolve technical issues and software defects across various environments.
• Provide technical mentorship to engineering peers and foster a culture of continuous improvement.
• Learn and apply best practices in software engineering, security and DevOps.

Senior Software Engineer – Platform Services

Outside Sales

• Consistently meet/exceed team pipeline and sales targets.
• Accomplish regional sales and human resource objectives by recruiting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining team members; communicating job expectations; planning, monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions; enforcing policies and procedures
• Achieve regional sales operational objectives by contributing regional sales information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing production, productivity, quality, and customer-service standards; resolving problems; identifying trends; determining regional sales system improvements; implementing change.
• Meets regional sales financial objectives by forecasting requirements; preparing an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions.
• Establishes sales objectives by creating a sales plan in support of national objectives.
• Maintain and expand customer base by coaching Regional Directors and Account Executives; building and maintaining rapport with key customers; identifying new customer opportunities.
• Recommend product enhancements/development by identifying new product opportunities and service changes; surveying consumer needs and trends; tracking competitors.
• Define go-to market strategy for commercial market and establish and develop regional teams
• Never stop learning! Constantly stay current with industry changes and trends and build your expertise in Cybersecurity.

Vice President, Field Sales

• Accomplish regional sales and human resource objectives by recruiting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining employees in assigned districts; communicating job expectations; planning, monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions; enforcing policies and procedures
• Achieve regional sales operational objectives by contributing regional sales information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing production, productivity, quality, and customer-service standards; resolving problems; identifying trends; determining regional sales system improvements; implementing change.
• Meet regional sales financial objectives by forecasting requirements; preparing an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions.
• Establish sales objectives by creating a sales plan in support of national objectives.
• Maintain and expand customer base by counseling Enterprise Account Executives; building and maintaining rapport with key customers; identifying new customer opportunities.
• Recommend product lines by identifying new product opportunities, and service changes; surveying consumer needs and trends; tracking competitors.
• Update job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks.
• Accomplish sales and organization mission by completing related results as needed.
• Define go-to market strategy and establish and develop regional team.
• Support/close deals with the Enterprise Account Executives and Account Executives.
• Consistently meet/exceed objectives and sales targets.
• Have a strong focus on op creation via partner/end user engagement and deal registration push.
• **Never stop learning!** Constantly stay current with industry changes and trends and build your expertise in Cybersecurity.

Senior Director, Field Sales – SLED

Manager

• Own the commercial performance of the Workload portfolio, including ARR growth, gross and net revenue retention (GRR/NRR), expansion, and progress against long-term growth targets
• Maintain a clear, dated growth plan and the Workload P&L, partnering with Finance on margin and investment and with Sales and Revenue Operations on pipeline health, forecast accuracy, and competitive performance
• Drive multi-product portfolio and cross-sell across accounts, and provide executive-level visibility into business performance, risks, tradeoffs, and decisions required to meet commitments
• Own the three-quarter rolling roadmap and set the strategic direction for Workload solutions across machine identity, secrets management, non-human identity, and service-account and CI/CD security
• Translate developer, platform-engineering, DevSecOps, and CISO demand signals into prioritized use cases, business cases, and investment recommendations, ranked by revenue impact, competitive differentiation, and feasibility
• Partner with Engineering and Platform Product leaders on shared capabilities such as policy, MFA, and analytics, ensuring every roadmap decision supports scalable growth through adoption, expansion, attach, or simplification
• Own the Workload market narrative and competitive positioning, with a clear, differentiated point of view for developers, platform engineers, DevSecOps teams, and the CISOs who sponsor them, against alternatives competitors
• Partner with Marketing and Product Marketing on messaging, proof points, and launch plans, and with Sales on repeatable plays, demo flows, and executive deal support
• Support strategic customer engagements such as QBRs, advisory boards, lighthouse accounts, and major enterprise opportunities, and partner with Services and Customer Success to package offerings that improve time-to-value and expansion
• Lead and develop a team of product and product marketing leaders, and serve as the central business owner for Workload across Product, Sales, Marketing, Customer Success, Engineering, Finance, and Strategy
• Influence without direct authority across a complex matrixed organization, ensuring clear ownership, decision rights, fast decision-making, and disciplined execution
• Represent the Workload business in executive planning, commercial reviews, and quarterly business reviews, creating alignment on priorities, success metrics, customer commitments, and tradeoffs

General Manager – Workload

• Own the strategy, commercial performance, product direction, and market narrative for Delinea’s Workforce portfolio
• Accountable for driving growth across this business and for the cross-functional execution that makes it happen
• Develop and own a clear, dated growth plan covering target segments, lighthouse customers, partner opportunities, pricing and packaging, and major product bets
• Drive multi-product attach and cross-sell across existing accounts, and provide executive-level visibility into performance, risks, and the tradeoffs required to meet quarterly and annual commitments
• Own the three-quarter rolling roadmap and set the strategic direction for Workforce solutions across identity, session security, and privileged access
• Translate CISO and customer demand signals into prioritized use cases, business cases, and investment recommendations
• Partner with Engineering and Platform Product leaders to define requirements for shared capabilities such as policy, MFA, and analytics
• Own the Workforce market narrative and competitive positioning
• Partner with Marketing and Product Marketing on messaging, proof points, launch plans, and customer stories
• Support strategic customer conversations, QBRs, advisory boards, and major enterprise opportunities
• Lead and develop a team of product and product marketing leaders, and serve as the central business owner across Product, Sales, Marketing, Customer Success, Engineering, Finance, and Strategy for Workforce priorities
• Influence without direct authority across a complex matrixed organization

General Manager, Workforce

Business Operations

• Build and maintain dashboards, reports, and models that turn operational data into clear insight for the team and senior leaders — using tools like Excel, Claude, or Power BI.
• Translate business questions and stakeholder requirements into analyses, dashboards, and recommendations — connecting data to decisions for executive teams.
• Pull, clean, and analyze data from multiple systems to spot trends, risks, and opportunities, and tell the story behind the numbers.
• Identify and build automations — using AI assistants, scripting, and modern tools — that eliminate manual work and compound the team’s productivity over time.
• Partner with Program and Project Managers to plan, track, and coordinate operational initiatives — owning project tasks, timelines, action logs, and status updates.
• Prepare materials and reporting for operating reviews — weekly status, steering committees, quarterly summits and leadership updates — ensuring the data is accurate and current.
• Coordinate meetings and operating cadences: scheduling, building agendas, capturing notes and decisions, and following up on action items to closure.
• Document and improve processes and workflows, helping the team standardize and scale how work gets done across a global organization.

Associate Business Operations Analyst

• Directly manage a small team of cloud engineers; handle hiring, coaching, performance reviews, career development, and administrative tasks (time-off, expense approvals)
• Facilitate team stand-ups, planning, and backlog refinement; break down Director-defined initiatives into well-scoped, actionable work items with the team
• Produce weekly status reports for leadership covering progress, blockers, and upcoming priorities
• Serve as primary point of contact for infrastructure services requests, escalations, and issues from Engineering and other departments; collect requirements and feedback when implementing new systems, guardrails, change management; communicate policy changes and best practices to development teams
• Contribute hands-on work as needed – assisting the team with k8s guidance and expertise, automation, and infrastructure management; review pull requests from the team; troubleshooting and diagnosing problems

Senior Manager, Infrastructure Services

Administration

• Own and build the Customer Health Score from the ground up: define the measures, scoring methodology, and weighting that reflect real risk and opportunity, and keep them accurate as the business evolves.
• Design and maintain the Customer 360 (C360) so CSMs, Renewal Managers, and leadership get a single, trustworthy view of every account at a glance.
• Build and own Gainsight playbooks and CTAs that turn customer signals into clear, repeatable actions for the CX team, then refine them based on what actually moves outcomes.
• Own account assignments and territories for CSMs, keeping coverage aligned and current in Gainsight as the customer base and team grow.
• Configure, deploy, and administer the broader Gainsight platform, including dashboards, reports, end-to-end workflows, and system integrations.
• Build and maintain reporting and dashboards in Salesforce that give CS and leadership clear, real-time visibility into customer health and team performance.
• Partner with cross functional stakeholders to gather requirements that touch Gainsight and the CRM, and configure the system to meet those needs.
• Identify the key metrics, data sources, and feed frequency that feed health scoring and reporting, and work with internal teams to keep that data clean and current.
• Manage day-to-day platform support: field questions and ad-hoc requests, monitor system performance and data integrity, and surface recommendations for improvement.
• Create enablement documentation and train the CX team on new processes, tools, and Gainsight functionality as it rolls out.
• Spot opportunities to improve existing tools and processes, prioritizing efficiency across the post-sale organization.

Gainsight Administrator

Cloud Engineer

• Manage a team of Engineers: conduct 1:1s, performance reviews, hiring, and career development in a distributed remote friendly environment.
• Own the technical roadmap for shared cloud infrastructure across Azure and AWS, balancing reliability work against longer-term platform improvements.
• Set and enforce standards for infrastructure-as-code (Terraform, Helm, Kubernetes), documentation, and operational readiness.
• Make technical decisions and trade-offs for application-layer infrastructure including Elasticsearch, RabbitMQ, and Redis, and serve as the escalation point for the team.
• Run sprint planning, manage cross-team dependencies, and keep delivery on track.
• Lead post-incident reviews and ensure follow-up items get resolved.
• Work with Security and Compliance to keep FedRAMP and SOC 2 controls current.
• Be the main engineering contact and collaborate with Development, Product, and Security teams, turning their requirements into platform priorities.
• Represent the team in architecture reviews and planning discussions with leadership.
• Use and promote the use of AI-assisted tooling including LLM-based automation and AI-driven observability for use in engineering workflows.

Manager, Shared Services – Cloud Engineering, FedRAMP

• Manage assigned customer accounts day-to-day
• Work closely with sales teams, professional services, technical support, and sales operations
• Focus on recurring revenue and software asset management
• Develop customer relationships to promote retention and loyalty
• Understand CPQ quoting and license auditing for client interactions
• Ensure smooth onboarding of new customers
• Collaborate closely with customers for renewals during the Customer Journey
• Identify at-risk accounts and take action
• Proactively manage and grow customer relationships