Climb Channel Solutions NA

Business Operations

• Document existing sales and revenue operations processes, including workflows, roles, handoffs, and systems of record
• Partner with Sales Operations, Marketing Operations, Customer Success Operations, Channel Operations, Systems, and other cross-functional stakeholders to map end-to-end business processes
• Create clear, structured documentation such as process maps, standard operating procedures, playbooks, and reference guides
• Identify gaps, inefficiencies, or inconsistencies in current processes and recommend improvements
• Support the standardization of processes across regions, segments, or teams
• Assist with maintaining internal documentation repositories and ensuring materials stay current
• Present documented processes and recommendations to the GTM Operations team

Sales Operations Intern

Director

• Define and drive the multi-year digital learning strategy for Delinea University, securing buy-in and resources from executive stakeholders
• Partner with Product Management to ensure learning content aligns with major product releases and GTM timelines
• Influence leaders across Customer Success, Sales Enablement, and Product Training on learning investments, priorities, and resource allocation
• Establish Delinea University as a strategic business asset that drives user adoption, time-to-value, sales productivity, and customer retention
• Own the learning content component of release readiness, defining what content must be delivered for each major product release
• Establish and manage the content supply chain including intake processes, prioritization frameworks, production workflows, and delivery timelines
• Lead the creation of high-impact, bespoke learning content that drives specific business outcomes (sales wins, onboarding, certifications, adoption)
• Implement modular, role-based, and persona-driven learning architectures that enable rapid content updates without full course rebuilds
• Establish governance models for content standards, versioning, accessibility, compliance, and quality assurance
• Build and scale user certification programs that establish recognized standards of competency and drive professional development
• Design multi-level certification paths aligned to user personas, product complexity, and business outcomes
• Drive adoption and completion of certification programs through stakeholder engagement and incentive alignment
• Own the strategy, roadmap, and operational excellence of Delinea University's Docebo LMS platform
• Drive platform optimization initiatives to improve learner experience, content discoverability, and completion rates
• Evaluate and adopt emerging technologies (AI-assisted content creation, personalization engines, analytics tools) to improve efficiency and outcomes
• Define success metrics including engagement, completion, proficiency, time-to-value, certification attainment, and business outcomes
• Build analytics capabilities to measure content effectiveness, identify optimization opportunities, and prove ROI
• Report on program performance and strategic initiatives to executive stakeholders
• Lead, mentor, and develop a team of digital learning professionals across instructional design, LMS administration, and content development
• Build team expertise in modern instructional design, Docebo administration, Credly badging, and Adobe/Articulate authoring
• Foster a culture of innovation, operational excellence, and outcome-focused execution

Director, Digital Learning

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.