Climb Channel Solutions NA

Financial Planning and Analysis

• Drive the analytical work on the company's highest-stakes decisions
• Drive the financial narrative for board, investor, and executive audiences
• Embed in cross-functional programs to move insights to outcomes
• Lead enterprise planning workstreams
• Identify and close gaps in forecasting and financial processes

Strategic Finance Manager

• support the Senior Director, Finance in the strategic finance partnership with the CPO and R&D leadership team (Engineering, Product, and Design)
• own assigned workstreams within the R&D business partnership end-to-end
• proactively surface financial insights, risks, and opportunities
• prepare high-quality materials for leadership and executive reviews
• evaluate ROI and financial discipline on strategic initiatives
• lead and own the annual operating plan (AOP) and monthly/quarterly forecast processes for the R&D organization
• build and maintain financial models to evaluate strategic investment opportunities
• drive rigorous month-over-month and quarter-over-quarter variance analyses
• develop and refine scalable reporting and analytical frameworks
• identify and lead opportunities to enhance financial planning processes, systems, and controls

Senior FP&A Manager

• Support the Senior Director, Finance in the strategic finance partnership with the CPO and R&D leadership team (Engineering, Product, and Design), providing financial guidance and thought partnership across investment decisions, headcount planning, and operational priorities.
• Own assigned workstreams within the R&D business partnership end-to-end, operating with a high degree of independence and accountability for quality, accuracy, and timeliness of deliverables.
• Proactively surface financial insights, risks, and opportunities — bringing analysis and recommendations forward before being asked, and enabling faster and better decisions across the R&D organization.
• Prepare high-quality materials for leadership and executive reviews — translating complex financial and operational information into clear, concise, and persuasive narratives.
• Evaluate ROI and financial discipline on strategic initiatives, partnering with R&D leadership to assess returns and track KPIs, proactively flagging risks and recommending course corrections.
• Support Pricing & Packaging initiatives with financial modeling and analysis related to solution pricing strategy, packaging tradeoffs, and go-to-market economics — serving as a key finance resource for pricing decisions without directly owning the function.
• Own and lead the annual operating plan (AOP) and monthly/quarterly forecast processes for the R&D organization, establishing a predictable financial cadence and alignment with company-wide objectives.
• Build and maintain financial models to evaluate strategic investment opportunities — including vendor and tooling decisions, infrastructure spend, and build-vs-buy analyses.
• Lead R&D headcount planning and budgeting cycles, ensuring human capital and resource investments align with product strategy and business growth goals.
• Drive rigorous month-over-month and quarter-over-quarter variance analyses (actuals vs. plan/forecast), implementing proactive strategies to optimize operational expenses.
• Own and maintain the cloud hosting cost forecast in close partnership with the Cloud Engineering team, tracking spend drivers, surfacing cost trends and anomalies, and proactively flagging risks or inefficiencies that could drive costs up — enabling the team to take action before issues materialize.
• Develop and refine scalable reporting and analytical frameworks to improve financial transparency and decision velocity across Engineering, Product, and Finance leadership.
• Deliver monthly and quarterly quantitative and qualitative financial analyses with clear variance commentary, highlighting key issues, risks, and actionable insights for senior stakeholders.
• Partner closely with Accounting to ensure accurate and timely close reporting, providing variance narratives and translating results into strategic recommendations.
• Identify and lead opportunities to enhance financial planning processes, systems, and controls — leveraging AI and automation to streamline workflows and strengthen forecasting accuracy.
• Contribute to FP&A-wide process improvements as Delinea scales its financial infrastructure, including adoption of planning and reporting tools.
• Champion data-driven decision-making and analytical rigor across Finance and the R&D organization.

Support Engineer

• Serve as the primary owner of designated politically sensitive customer escalations, regardless of the originating team (Support, Professional Services, Customer Success, Renewals, or Sales)
• Validate and prioritize incoming escalation requests to confirm they meet the threshold for ED involvement
• Maintain a real-time view of all active escalations, their status, owners, and risk levels
• Lead external customer calls with professionalism, empathy, and authority, establishing confidence that the situation is being taken seriously at the highest level
• Establish clear, agreed plans of action with the customer, including ownership, milestones, and timelines
• Ensure all customer-facing communications are timely, accurate, and appropriately calibrated to the audience (from end-user through to C-suite)
• Convene and chair internal escalation calls, requesting the appropriate mix of technical, operational, and leadership resources, up to and including executive leadership, as the situation demands
• Recommend and help prioritize troubleshooting and remediation actions, working through and within established processes and procedures
• Align cross-functional teams around a single, coherent plan of action, influencing and advocating rather than directing, and ensuring clarity of ownership across each workstream
• Own the internal and external communication cadence throughout the lifecycle of an escalation
• Provide regular, concise status updates to senior leadership on active escalations, risks, and progress
• Produce post-escalation reviews documenting root cause, resolution timeline, lessons learned, and recommended process improvements
• Identify patterns across escalations and work with relevant team leaders to address systemic issues upstream
• Define, maintain, and continuously improve the escalation management framework, playbooks, and escalation criteria
• Act as a culture carrier for customer-centricity and accountability across the organization

Technical Support Escalation Director

• Provide post-sale technical support to customers and partners
• Assess and document reported customer issues
• Formulate and communicate resolution plans
• Gather necessary information and resources
• Investigate and reproduce case scenarios
• Provide clear customer responses and document corrective actions

Technical Support Engineer II

Sales Engineer

• Establish a gold standard demo approach for Privilege Access Management Solutions
• Strategize with account managers to optimize engagement with client stakeholders
• Deliver Proof of Value (PoV) / Proof of Concept (PoC) engagements
• Develop innovative concepts and programs to drive pipeline
• Leverage public speaking and industry commentary to build awareness
• Articulate the Delinea vision and strategy with prospects
• Identify industry trends for growth opportunities
• Address technical blockers impeding the closing of opportunities
• Relay feature requests and suggestions based on market feedback

Senior Sales Engineer – East

Account Manager

• Apply strong business acumen and Delinea sales methodology to every prospective customer engagement
• Achieve/exceed quota targets, while developing satisfied and referenceable customers
• Effectively prospect to uncover sales opportunities within assigned territory
• Lead complex sales-cycles and effectively present the value of our applications to C-level executives of organizations
• Build and maintain relationships with influencers and decision-makers
• Quickly understand business challenges and create solutions.
• Manage sales pipeline and ensure CRM accuracy
• Learn how solutions meet needs of clients and develop skill solution focused selling
• Work with marketing and sales teams to develop target strategies
• Negotiate contracts and close agreements to maximize profits
• Ensure the timely and successful delivery of our solutions according to customer needs and objectives
• Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders
• Develop new business with existing clients and/or identify areas of improvement to meet sales quotas
• Forecast and track key account metrics (e.g. quarterly sales results and annual forecasts)
• Collaborate with sales teams to identify and grow opportunities within territory

Strategic Account Manager

• Partner with the FP&A team to support and enhance financial systems, reporting, and analytics solutions
• Assist in building and maintaining dashboards and visualizations in Power BI to support data-driven, cost-effective business decisions and provide insights to leadership
• Support process improvement and automation initiatives within FP&A operations and reporting workflows
• Collaborate with Finance, Accounting, and cross-functional teams on reporting enhancements, data integrations, and analytics projects
• Assist with data validation, troubleshooting, testing, and documentation related to financial systems and reporting tools
• Help identify opportunities to improve operational efficiency, reporting accuracy, and business visibility through analytics and technology
• Contribute to process documentation, reporting guides, and knowledge-sharing resources

Finance Intern

• Responsible for all net new sales into Strategic Accounts, FTSE 100 and global enterprise accounts
• Apply strong business acumen and Delinea sales methodology to every prospective customer engagement
• Achieve/exceed quota targets, while developing satisfied and referenceable customers
• Effectively prospect to uncover sales opportunities within assigned territory
• Lead complex sales-cycles and effectively present the value of our applications to C-level executives of organizations
• Build and maintain relationships with influencers and decision-makers
• Quickly understand business challenges and create solutions
• Manage sales pipeline and ensure CRM accuracy
• Learn how solutions meet needs of clients and develop skill solution focused selling
• Work with marketing and sales teams to develop target strategies
• Negotiate contracts and close agreements to maximize profits
• Ensure the timely and successful delivery of our solutions according to customer needs and objectives
• Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders
• Develop new business with existing clients and/or identify areas of improvement to meet sales quotas
• Forecast and track key account metrics (e.g. quarterly sales results and annual forecasts)
• Collaborate with sales teams to identify and grow opportunities within territory

Account Executive

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Commercial Account Executive

Sales Operations Manager

• Lead the annual GTM planning cycle (territories, quotas, coverage).
• Own in-year rebalancing and adjustments, ensuring consistency and scalability.
• Establish and evolve planning methodologies to improve decision quality.
• Own segmentation and coverage models, ensuring alignment to growth strategy.
• Own and maintain capacity and headcount models (productivity, ramp, allocation).
• Identify structural gaps and recommend improvements to drive efficiency and growth.
• Translate planning data and business inputs into clear recommendations and tradeoffs.
• Develop scenario models (growth, hiring, productivity) to support decision-making.
• Partner directly with Sales and Finance leadership to align on planning assumptions and outcomes.
• Govern account ownership rules (ROE, territory guides) and ensure adherence.
• Own the GTM operating calendar and planning infrastructure.
• Ensure planning decisions are accurately implement and reflected in Salesforce and GTM systems.
• Partner across Sales, Finance, Marketing, and Systems to align on planning priorities and execution.
• Lead planning-related initiatives end-to-end, ensuring milestones and outcomes are met.
• Drive adoption and consistency across regions and teams.
• Present planning recommendations, tradeoffs, and outcomes to senior leadership.
• Deliver clear, executive-ready insights on coverage, capacity, and planning decisions.
• Simplify complex analysis into actionable insights, risks, and opportunities.

Sales Operations Manager, GTM Planning – Americas

Sales Development Rep

• Prospecting and Lead Generation: Proactively reach out to potential customers through phone (80%), email, and LinkedIn
• Lead Qualification: Process and qualify inbound leads to generate sales opportunities
• Hunting: Prospecting and finding net new opportunities
• Pipeline Development: Execute a minimum of 50+ outbound activities daily
• Research and Relationship Building: Conduct thorough research to gather account intelligence
• Collaboration: Partner closely with the Sales team to develop go-to-market strategies
• Data Management: Keep accurate records of all sales activities in CRM tools

Enterprise Sales Development Representative

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

Designer

• Concept, design, and produce high-impact videos that tell the Delinea story
• Proficiency with video design and editing
• Collaborate with designers, marketers, and strategists
• Design supporting visuals and graphics for web, social, events, and campaigns
• Assist the Senior Graphic Designer with day-to-day visual design projects
• Stay ahead of creative and tech trends
• Manage multiple projects in a fast-paced environment
• Participate in brainstorming sessions

Multi-Media Designer

Customer Success Manager

• Manage a portfolio of commercial accounts and serve as the primary point of contact.
• Drive onboarding and product adoption, and track customer business objectives and goals.
• Lead regular customer check-ins, tracking customer success plans and conducting quarterly business reviews.
• Proactively identify at-risk accounts to leadership and own a cross-functional remediation plan.
• Ensure positive customer experiences by proactively managing and growing customer relationships, including identifying key stakeholders.
• Align cross-functionally on upcoming renewals and customer growth.
• Act with urgency and provide continuous customer communication on customer requests.
• Develop, prepare, and nurture customers for advocacy.

Strategic Finance Manager

Senior FP&A Manager

Senior FP&A Manager

Technical Support Escalation Director

Technical Support Engineer II

Senior Sales Engineer – East

Strategic Account Manager

Finance Intern

Strategic Account Manager

Commercial Account Executive

Sales Operations Manager, GTM Planning – Americas

Enterprise Sales Development Representative

Security Operations Analyst

Multi-Media Designer

Senior Customer Success Manager – Commercial West