Climb Channel Solutions NA

Account Manager

• Develop and nurture a strategic/mutually beneficial relationship with the partner or with a targeted set of resellers, distributors, Systems Integrators (SIs) and/or Independent Software Vendors (ISVs) and their ecosystem partners to drive additional revenue with joint sales efforts
• Coordinate all company activities with the partner, including education, marketing, executive briefings, business planning and client engagements.
• Actively engage company resources and senior executives to build strategic relationships with the partner which ensures long- term business opportunities for company.
• Promote company offerings to become a key part of the partner's business and solutions; May be brought by partner to sell company brand to end-customers.
• Establish and maintains account plans to promote sales growth.
• Achieve assigned quota for company products, services and software.
• Transactional and relationship selling within, and influencing, a team of selling professionals; physically visit partner customers at their offices.
• Create, fill-in and manage company funnel for deals with partners and transform potential leads into joint sales activities.
• Provide the business rationale and risk assessment for making company investments in the partner.
• Recruit and develop business relationships with new partners.

Senior Channel Account Manager

Marketing

• Own the end-to-end strategy for integrated marketing programs across the customer lifecycle, including: Buyer-need–based programs, Product- and solution-based programs, Account-Based (ABX/ABM) programs, Lead lifecycle and nurture-based programs.
• Translate company, product, and revenue priorities into clear program frameworks with defined goals, audiences, messaging themes, and success metrics.
• Build repeatable, scalable program blueprints that can be deployed across North America and international regions.
• Lead and coach a team of Program Managers.
• Partner closely with Product Marketing and Marketing Communications to align programs to positioning, messaging, and go-to-market motions.
• Collaborate with Sales, Sales Development and Rev Ops to ensure programs align with sales motions, account strategies, and revenue targets.
• Define program-level KPIs across the funnel, including engagement, pipeline contribution, and revenue impact.
• Analyze performance trends to inform optimization, prioritization, and future program investment.
• Establish program governance, documentation, and processes to ensure clarity, consistency, and scalability.

Director, Marketing Programs

Performance Marketing

• Own execution of demand generation campaigns across key channels, including: Email marketing (promotional, nurture, lifecycle), Webinar and virtual event marketing, Paid media (search, social, display, retargeting)
• Translate integrated program strategies into detailed execution plans, timelines, and channel tactics.
• Ensure campaigns are launched on time, on budget, and with high quality.
• Own email strategy execution, including segmentation, cadence, testing, and optimization.
• Partner with Marketing Ops to manage marketing automation workflows, lead scoring, and routing.
• Manage paid media execution, either directly (6Sense) or through agency partners.
• Optimize targeting, creative, bidding, and budget allocation to maximize pipeline ROI.
• Own webinar demand execution, including promotion strategy, registration conversion, attendance optimization, and follow-up.
• Lead a team of Campaign Managers
• Track and report on channel-level and campaign performance, including engagement, MQLs, pipeline, and ROI.
• Maintain dashboards and regular reporting cadences in partnership with Marketing Ops.

Senior Marketing Manager, Demand Generation

• Manage the annual, half yearly (and quarterly update) marketing planning process across all marketing teams
• Responsible for reporting and analysis on growth marketing performance (including marketing budget management and return on marketing investment)
• Use marketing and business data to identify opportunities for growth and work with growth marketing teams, product marketing and sales development to scope growth campaigns/programs.
• Leading Marketing transformational projects

Senior Marketing Manager – Planning and Insights

• Create and personalize a territory plan for the assigned territory
• Prospect to and create contacts within Enterprise Accounts in a geographic region
• Proactively pursue existing leads who have expressed interest in our services
• Collaborate with and engage the right Delinea technical experts to provide an accurate and compelling story on our products’ strengths and capabilities to win deals
• Consistently meet/exceed sales targets
• Maintain an accurate forecast of sales pipeline
• Cultivate and manage relationships with Channel partners
• Leverage Delinea’s executives, and their networks, to gain access to prospective clients
• Never stop learning! Continue to hone your craft and build your expertise in Cybersecurity

Enterprise Account Manager – GRC Solutions

Events

• Develop and own Delinea’s comprehensive global events strategy, supporting brand awareness, demand generation, customer retention, and thought leadership.
• Lead end-to-end event production, including content, creative, logistics, vendors, budgets, staffing, and post-event reporting for industry events, internal events, and Delinea’s customer conference.
• Align event strategies to overall marketing goals, KPIs and business priorities, supporting pipeline creation, bookings, customer expansion, and market leadership.
• Partner with Product, Sales, and regional Marketing teams to create compelling, differentiated experiences at major events.
• Collaborate with Customer Success to maximize customer participation, advocacy, and community development.
• Own the strategy and execution of Delinea’s inaugural customer conference.
• Create high-impact internal events that inspire, align, and mobilize the company.
• Drive innovation in event formats, technologies, and engagement tactics to elevate Delinea’s impact.
• Build, lead, and develop a high-performing events team, including hiring, coaching, performance management, and career development to support long-term scale and impact.
• Manage and direct agency and vendor partners, ensuring strong collaboration, clear accountability, and cost-effective execution across all events.

Senior Director, Major Marketing Events

Analyst

• Partner with sales representatives to structure deal proposals for enterprise and mid-market customers
• Liaise with the sales teams to escalate and obtain necessary approvals based on non-standard requests
• Review and evaluate deals for policy alignment, internal compliance, and booking accuracy aligned with Delinea Booking Policy
• Analyze pricing and discounting strategies to ensure competitiveness while maintaining profitability and compliance with internal guidelines
• Work closely with various cross functional teams, including Order Management, Legal, Sales Ops, etc, on day-to-day operations and long-term projects driving efficiency and automation

Senior Deal Desk Analyst

Full-stack Engineer

• Staff Engineer developing the Privilege Manager Windows agent.
• Gaining a deep understanding of the technology and systems underpinning the service, enabling the ability to troubleshoot issues, evaluate changes, and make informed technical decisions.
• Be a fully contributing member of a Delinea Sprint team.
• Work specifically on projects relating to remote management solutions for Windows workstations that connect to our on-prem and cloud-hosted Privilege Manager Server.
• Contribute to the implementation, design, and architecture of products.
• Implement and maintain high standards of software quality and security, regularly reviewing code and processes to drive improvements.
• Troubleshoot and resolve Windows Agent issues, ensuring the reliability and availability of our systems.
• Work on a Privilege Manager service product team, bringing feature enhancements and customer fixes.
• Using Scrum processes, collaborate with cross-functional teams (PM, UX, Dev) to understand requirements, propose technical solutions, and contribute to architectural decisions.
• Optimize the Windows Agent for performance, scalability and efficiency.
• Look for ways to improve the development and automation processes (code quality, E2E testing, security scans, etc.), monitoring, and tiered incidence response.
• Mentor and provide technical guidance to other engineers, fostering a culture of continuous learning and growth.

Staff Software Engineer, Windows Agent

• Supports the execution of Delinea’s global channel marketing strategy and drives partner-facing program impact.
• Manages day-to-day operations, including partner portal content management, turnkey demand program creation and utilization, partner-ready content creation, and program measurement.
• Audits, curates, and maintains Delinea Partner Portal content for accuracy, relevance, and ease of use.
• Builds and publishes pre-packaged partner campaigns for fast adoption and pipeline generation.
• Tracks asset downloads, campaign adoption, lead generation, and pipeline influence to measure ROI.
• Supports distributors and resellers with joint events, training sessions, and partner initiatives aligned to theater sales priorities.

Channel Marketing Manager

Customer Success Manager

• Be the client advocate and product specialist for assigned customers.
• Develop and implement scalable methods for communicating best practices to customers.
• Identify at-risk accounts and take appropriate action and/or escalate as needed.
• Conduct proactive outreach to anticipate customer needs, provide timely guidance, and strengthen engagement before issues arise.
• Coordinate resources by identifying, updating, and organizing the necessary materials and support to ensure successful project execution.
• Work with professional services, technical support, and regional sales teams to ensure smooth onboarding of new customers.
• Regularly monitor customer health and communicate results with regional sales, support, and renewals teams.
• Ensure positive customer experiences by proactively managing and growing customer relationships, including identifying key stakeholders.
• Work closely with customers on renewal during the Customer Journey for optimal retention.
• Create direct relationships with sales teams to drive expansions.
• Review client requests with technical support, product management, and regional sales teams and escalate as necessary.
• Schedule and conduct regular reviews with customers and communicate results.
• Develop, prepare, and nurture customers for advocacy.
• Be responsible for ongoing customer communication regarding introductions, announcements (e.g., upcoming features & products), and events such as user conferences and webinars.

Sales Engineer

• Oversee Delinea’s team of Sales Engineering leaders and individual contributors
• Own objectives related to Delinea’s revenue growth, pipeline creation, partner ecosystem & go-to-market execution
• Contribute to cross-functional efforts to continuously improve Delinea’s product execution, customer success experience, & marketing programs
• Develop SE Community culture of teamwork, selflessness, & technical depth
• Drive KPI’s that contribute to growth, career development, & Delinea’s competitiveness in the market
• Demo and present Delinea’s value proposition as a technical executive
• Act as an Executive Sponsor on key accounts and partnerships
• Constantly improve Delinea’s overall technical win & POV win rates

Vice President, Sales Engineering

Support Engineer

• Lead, manage, coach, and develop a team of Support Engineers, ensuring consistent, high-quality support delivery.
• Manage daily operations, ensuring adherence to SLAs, responsiveness metrics, and escalation procedures.
• Serve as a key escalation point, providing leadership and oversight during critical customer situations.
• Build strong partnerships across Delinea teams – including Product Management, Engineering, and Customer Success to accelerate resolution of customer issues.
• Create, review and present reports summarizing key trends, operational performance, and customer insights to support leadership and ensure consistent, high quality support delivery.
• Conduct performance reviews, identify development opportunities, and provide coaching & mentoring to help each engineer reach full potential and grow their career at Delinea.
• Implement and track KPIs to measure success at both team and individual levels.
• Perform root-cause analysis and trend reviews to identify, recommend, and help implement process improvements.
• Participate in the on-call leadership rotation, including weekend coverage as needed.
• Visit customer sites as required to strengthen relationships and demonstrate Delinea’s commitment to success.

Technical Support Manager

Security Operations

• Monitor Delinea security platforms to identify, investigate, and respond to security events.
• Lead cross-functional response coordination for security incidents.
• Develop, design, and implement security operations enhancements to reduce risk.
• Work with other business areas to enhance security and provide security awareness.
• Research, evaluate, and implement security products and services as directed by security management.

Security Operations Analyst

• Responsible for defining and executing the regional marketing plan, across the breadth of the marketing mix, to drive new business acquisition, engagement and customer adoption in line with the regional needs following the revenue waterfall.
• Drive joint planning with regional sales and channel leadership to determine investment priorities.
• Develop and manage the regional marketing budget, measuring and optimizing marketing programs to ensure activities are effective, efficient, and demonstrate desired ROI.
• Coordinate a calendar of content, campaigns and other programs across marketing channels to deliver predictable lead generation and progression through funnel stages toward close.
• Localise existing campaigns and create new, local initiatives to increase revenue opportunities in the region.
• Lead the channel marketing strategy and collaborate with focused distributors to enable partners and generate channel sourced business.
• Set the regional events strategy and work with the events team to build presence at conferences and speaking events that will help drive leads and brand awareness.
• Track and report on:
• o Campaign performance and ROI
• o Lead and trial generation
• o Performance against waterfall
• o Budget

Marketing Manager

• Design, maintain, and deploy scalable and highly available cloud-based applications using C#/.NET and client-installed agents
• Work on a Cloud Suite service product team, bringing security enhancements and customer fixes
• Using Scrum processes, collaborate with cross-functional teams (PM, UX, Dev) to understand requirements, propose technical solutions, and contribute to architectural decisions
• Participate in code reviews to ensure high-quality and maintainable code
• Optimize applications and infrastructure for performance, scalability, and cost efficiency
• Troubleshoot and resolve cloud-production issues, ensuring the reliability and availability of our systems
• Improve development and automation processes (code quality, E2E testing, security scans, etc.), monitoring, and tiered incidence response
• Mentor and provide technical guidance to other engineers, fostering a culture of continuous learning and growth
• Contribute to and improve the code, tooling, and techniques that are shared across Platform teams