Climb Channel Solutions NA

Customer Success Manager

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Performance Marketing

• drive the successful delivery of demand initiatives across EMEA and APAC
• translating regional priorities into coordinated, high-impact marketing campaigns
• working closely with regional stakeholders to shape the right channel mix
• ensure seamless execution across teams
• maintain momentum from launch through post-campaign analysis
• identify scalable successes and continuous improvement opportunities
• help strengthen pipeline performance and contribute to measurable business growth across diverse markets

Campaign Manager – EMEA / APAC

Events

• Support the Senior Director of Strategic Events in the planning and execution of Delinea’s inaugural Customer Conference, contributing across workstreams from concept to completion
• Coordinate with marketing, sales, product, customer success, and executive stakeholders to help bring programming and the attendee journey to life
• Help identify opportunities to refine and improve the attendee experience year over year
• Assist in managing agencies, vendors, and venues across production, scenic design, AV, content delivery, and onsite logistics
• Coordinate registration, housing, communications, and attendee flow for 250–400+ participants
• Support execution of key event elements including general sessions, breakouts, certifications, partner activations, and networking experiences
• Track event budgets, contracts, and financial details with accuracy and attention to detail
• Compile attendance, feedback, and pipeline data to support post-event analysis and debriefs led by the Senior Director
• Coordinate sponsorship deliverables for the Customer Conference, ensuring sponsor branding, communications, and onsite activations are executed accurately
• Partner with the Delinea channel/partner organization to support sponsor and partner engagement
• Help build and maintain strong day-to-day relationships with sponsors and partners
• Work closely with global teams and agencies to keep projects on track and aligned with the broader event strategy
• Coordinate with speakers and presenters on logistics, run-of-show, and content delivery support
• Serve as a key onsite team member, supporting vendor coordination, staff logistics, and overall event flow under the direction of the Senior Director
• Troubleshoot day-to-day issues with poise, creativity, and a solution-oriented mindset

Manager, Strategic Events

Marketing

• Lead and orchestrate integrated go-to-market (GTM) campaigns across various teams
• Partner closely with Product Marketing to define campaign strategy
• Build GTM orchestration plans connecting messaging, sales plays, and activation activities across functions
• Prioritize campaigns and manage cross-functional timelines
• Own campaign orchestration across awareness, demand generation, and digital channels
• Evaluate content needs and oversee target account inclusion for integrated campaigns
• Track campaign performance metrics and provide regular reporting for optimization

Senior Campaigns Marketing Manager

General Counsel

• Act as a trusted legal advisor and key partner to our Product, Engineering, and R&D teams, providing legal and regulatory compliance support from the initial stages of SaaS product development to global launch, helping to identify and proactively mitigate risks.
• Conduct comprehensive legal risk assessments for new and existing products and product features, including assessing privacy, security, and intellectual property risks.
• Advise on the legal and regulatory frameworks relevant to global cybersecurity and SaaS products, including data privacy laws (e.g., GDPR, CCPA), export control requirements, open source considerations, and evolving AI-specific legislation.
• Draft, review, and negotiate a wide range of product-related legal documents, including vendor and integration agreements, evaluation agreements, terms of service, acceptable use policies, and privacy policies.
• Stay current on evolving global legal and regulatory developments in the technology and cybersecurity space and help define company policies to ensure ongoing compliance.
• Help educate and train internal business partners on legal and regulatory requirements and best practices.
• Other duties and assignments to support internal stakeholders and enhance and improve processes for execution of the company's strategies.

Product Counsel

Product Marketing

• Be the primary architect of the market narrative for next-generation infrastructure access
• Bridge the gap between technical product capabilities and business-critical outcomes
• Ensure "Zero Trust" and "Just-In-Time" access stories resonate deeply with DevOps, Platform Engineering, and Security Leadership
• Own the GTM strategy and positioning for StrongDM
• Define and refine the value proposition for StrongDM
• Translate complex technical features into clear, benefit-driven narratives
• Develop persona-based messaging tailored to technical practitioners and executive decision-makers
• Lead end-to-end GTM execution for product launches and major feature releases
• Work cross-functionally to develop and execute GTM/pipeline plays
• Coordinate across Product Management, Sales, and Marketing
• Track and report on the effectiveness of GTM programs and adjust strategies as needed
• Develop high-impact sales tools, including pitch decks, discovery guides, and competitive battlecards
• Create ROI models and business cases
• Author original content, including white papers, technical blogs, and webinar scripts
• Represent Delinea/StrongDM at industry events and conferences
• Maintain a deep understanding of the competitive landscape

Principal Product Marketing Manager

People Operations

• Serve as the primary People partner to functional leaders across Finance, Legal, Cybersecurity, and HR — developing a strong understanding of each team's goals, challenges, and talent needs
• Translate functional priorities into people plans that address org health, team effectiveness, and talent development
• Contribute to People team initiatives and collaborate closely with the CPO and People team peers on enterprise-wide programs
• Partner with functional leaders on org design questions — role clarity, team structure, and spans of control — as the business evolves
• Support workforce planning cycles across Corporate Functions, helping leaders think through headcount needs in partnership with Finance
• Assist with succession planning and identifying development paths for key roles across the four functions
• Facilitate the talent review and calibration process across Corporate Functions, helping leaders assess their teams and identify top talent and development needs
• Coach managers on performance management, feedback conversations, and building team cultures that bring out the best in specialized professionals
• Partner with L&D to connect employees in Corporate Functions with relevant development resources and programs
• Handle employee relations matters across Corporate Functions with sound judgment and discretion, including navigating the added sensitivity of supporting HR and Legal team members
• Partner with People Operations and Legal to ensure HR practices remain compliant across all applicable jurisdictions
• Serve as a reliable, approachable resource for managers and employees on policy questions, workplace concerns, and HR guidance
• Monitor engagement and organizational health across Corporate Functions using people data and survey insights, surfacing trends and recommendations to functional leaders and the CPO
• Support leaders in building strong team cultures that reflect company values while honoring the professional norms of each discipline

Director, People Business Partner – Corporate Functions

Technical Customer Success

• Provide expert technical guidance to CSMs on strategic tasks
• Assist in resolving 'stuck' support cases, bugs, or feature requests
• Engage in customer-facing discussions when escalated
• Focus assignments on specific 'issues' rather than customers
• Promote knowledge transfer during interactions
• Collaborate with CSM managers and the Director of Technical Success
• Document interactions, resolutions, and best practices
• Maintain clear boundaries to avoid overlapping with Professional Services

Customer Success Engineer

Sales

• Conduct in-depth research on target accounts and industries
• Build account plans and stakeholder maps in collaboration with AEs
• Maintain and update strategic account documentation
• Coordinate and manage RFPs, proposals, pricing reviews, and contracts
• Act as liaison with internal teams (legal, finance, product) during deal cycles
• Track progress of open opportunities and action items
• Ensure data accuracy in CRM (Salesforce or equivalent)
• Support pipeline reviews and forecasting processes
• Generate sales performance reports and insights for AEs and leadership
• Work closely with marketing, product, and customer success to align on account needs
• Help coordinate internal resources for strategic pursuits and customer meetings
• Assist in preparing for customer meetings, follow-ups, and touchpoints
• Monitor post-meeting action items and ensure timely completion
• Help track customer feedback and engagement signals

Strategic Sales Associate

Artificial Intelligence

• Own the marketing AI strategy and multi-year roadmap aligned to business objectives, revenue goals, and customer experience priorities.
• Define how AI is applied across all major marketing functions
• Identify, prioritize, and define high-impact AI use cases across marketing, including (but not limited to):
• Audience targeting, segmentation, and account selection
• Personalization of website, email, and field experiences
• Content creation, optimization, and reuse at scale
• Predictive analytics, forecasting, and propensity modeling
• Lead, account, and opportunity scoring
• Campaign performance optimization and budget allocation
• Marketing productivity and workflow automation
• Balance near-term efficiency gains with longer-term, transformational AI investments.
• Establish governance frameworks for responsible AI usage and define guardrails, best practices, and decision frameworks for AI adoption across marketing teams.
• Evaluate AI-powered marketing technologies, platforms, and vendors; build business cases and ROI models for adoption.
• Support AI tool owners in vendor selection, pilots, and rollouts.
• With Marketing Operations, ensure AI tools integrate cleanly into the existing marketing tech stack.
• Define success metrics for AI initiatives, including productivity gains, cost efficiency, pipeline impact, and revenue contribution.
• Partner with Marketing Ops, Planning and Insights and Finance Analytics teams to measure performance and continuously refine AI models and use cases.
• Communicate impact and learnings to marketing and executive leadership.
• Lead enablement efforts to drive adoption of AI capabilities across marketing teams.
• Educate stakeholders on AI capabilities, limitations, and best practices.
• Act as a thought leader and internal evangelist for practical, responsible AI use in marketing.
• Stay current on emerging AI trends, technologies, and regulatory considerations relevant to marketing.
• Run a test-and-learn program to experiment with new AI-driven approaches and scale proven wins.

Senior Marketing Manager – AI

Cloud Engineer

• 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 cloud governance requests, escalations, and issues from Engineering and other departments; collect requirements and feedback when implementing new systems, guardrails, or CSP configurations; communicate policy changes and best practices to development teams
• Develop, implement, and enforce cloud governance frameworks and policies across Azure, AWS, and SaaS platforms to meet regulatory and industry requirements
• Define and manage RBAC, tagging, and naming standards across cloud service providers
• Create and enforce policies using IaC and policy-as-code tooling (e.g., Azure Policy, AWS SCPs, Cloud Custodian, Terraform); design break-glass access and JIT privilege elevation workflows
• Oversee multiple Microsoft Entra tenants used by Engineering and other departments, including cross-tenant synchronization, identity lifecycle management (provisioning, deprovisioning, attribute-based scoping), and SAML/OIDC authentication for SaaS applications and CSPs
• Oversee hardware security key (YubiKey) lifecycle management - procurement, provisioning, and phishing-resistant authentication policies - for the FedRAMP environment
• Conduct security assessments and audits; perform root cause analysis on governance-related incidents; support compliance initiatives in regulated and compliance-heavy environments, including audit readiness and evidence collection
• Manage vendor relationships for cloud service providers and SaaS platforms within a shared responsibility model - including billing, contract negotiation, authentication configuration, and delegation to end users
• Monitor cloud usage and spending; identify and implement cost optimization strategies; evaluate licensing models and SKU options; provide regular reports on cloud costs and usage trends to senior leadership and Finance
• Contribute hands-on work as needed - writing Terraform, PowerShell, or Python for policy enforcement, automation, and infrastructure management; review infrastructure-as-code pull requests from the team; develop CI/CD pipelines for cloud policy and governance tooling deployment

Manager, Cloud Engineering Governance – FedRAMP

• 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.

Account Manager

• Develop and grow relationships within the Healthcare vertical, with an emphasis on VA and HHS.
• Proactively engage existing leads and prospects who have expressed interest in Delinea solutions.
• Collaborate closely with Delinea technical experts to deliver compelling product demonstrations and solution narratives that drive customer confidence and accelerate decision-making.
• Consistently achieve or exceed assigned sales targets.
• Maintain a highly accurate and up-to-date sales pipeline and forecast.
• Build, manage, and expand relationships with strategic Channel partners critical to success in the public sector market.

Enterprise Account Manager – Federal

Director

• Define and execute a multi-year EMEA distribution strategy aligned to indirect revenue and pipeline objectives
• Own distributor performance across pipeline creation, revenue contribution, margin optimisation and reseller activation
• Drive distribution-attributed partner-initiated pipeline as a primary performance metric
• Establish clear performance scorecards and quarterly business reviews with distribution partners
• Design and implement scalable reseller enablement and activation frameworks
• Align distribution incentives and investment to regional quota priorities
• Partner closely with Strategic Partner Managers, Channel Sales Managers and Growth CAMs to accelerate partner velocity
• Lead commercial negotiations, rebate structures and contractual frameworks
• Monitor ROI of distribution programs and implement corrective actions where required

Director, Distribution – EMEA

Sales Engineer

• own the technical sales cycle across the UK and assisting in EMEA
• operate as the owner of their territory – a strategic technical partner to Sales
• architect solutions
• write code to prove a point
• close business