Climb Channel Solutions NA

Sales Development Rep

• Armed with an award-winning product suite and state of the art sales automation tools, the SDR will connect with decision-makers by phone (80%), email, and LinkedIn to highlight how Delinea solutions can help them solve the complexities associated with privileged accounts
• Process and qualify inbound leads into sales opportunities
• Deliver a minimum of 75+ outbound activities (combination of calls/emails) per day
• Develop qualified leads by researching, profiling, and networking within targeted companies
• Utilize internal e-learning systems to stay current on latest trends and technologies in cyber security market
• Consistently hit weekly success metrics for meetings and/or calls between prospective customers and sales account executives
• Support a variety of inbound and outbound marketing programs and sales initiatives
• Staff industry trade shows and conferences to interact with prospects and customers and identify new business opportunities
• Record and track progress in our CRM system (Salesforce) and Prospect Engagement system (SalesLoft) to monitor your success

Enterprise Sales Development Representative

IT Support

• Oversee daily Helpdesk operations, verifying the integrity and availability of end-user support services, reviewing escalated issues, and ensuring timely resolution across all locations.
• Coordinate OS, application, endpoint hardware, and VoIP support activities for on-site and remote users through effective team management and prioritization.
• Oversee endpoint lifecycle management, including deployment, configuration, upgrades, and replacement of desktops, laptops, and peripheral equipment.
• Manage ordering, tracking, and inventory of user devices and licensed software to ensure availability and accountability across departments.
• Ensure seamless employee onboarding and offboarding by maintaining standardized processes for account setup, access provisioning, and directory updates.
• Create and maintain organized end-user documentation and improve Helpdesk procedures to enhance service consistency and efficiency.
• Participate in project planning related to deploying, maintaining, and decommissioning end-user systems and support tools, ensuring Helpdesk readiness and communication.
• Provide daily management and direction for the IT Helpdesk across an international landscape, ensuring consistent service delivery and performance.
• Maintain on-site presence at headquarters, providing direct support for executive staff, managing conference room technology and AV systems, and coordinating local IT needs.

IT Helpdesk Manager

Product Marketing

• Understand the buyers and buying centers, market definition and dynamics, including the competitive landscape by performing research and analysis using primary (customer, partner) and secondary (analyst, sales) sources
• Work with peer Product Marketers to define the buyer’s journey to build and maintain a holistic content strategy that helps prospects and customers efficiently and effectively find compelling information that leads them to speak with sales
• Align with rest-of-world marketing team to define priorities and produce regionally specific messaging, content, and sales enablement as agreed. Consultation and support for international campaigns.
• Using a market-in approach, build the right messaging, positioning, value, and differentiation that addresses buyer needs and establishes why your products are the best solution
• Build and deliver content such as whitepapers, blog posts, and other content assets that support the buyer’s journey
• Work with your peers, translate the company’s business objectives, market opportunities, and product portfolio into a cohesive go-to-market plan, working with Product Management, Demand Generation, Sales, Channel, and broader Marketing team
• In conjunction with product management, lead the product launch process and own release campaigns, communications, and materials for your products
• Evangelize Delinea’s story by creating compelling stories across various content mediums.
• Assist in driving sales enablement for your product by creating compelling resources, training, and tools that align to buyer needs and our value and differentiation
• Actively manage relationships with key stakeholders across a global team
• Schedule flexibility to meet with international team members at local times weekly.

Product Marketing Manager

• Own the buyers and buying centers, market definition and dynamics, including the competitive landscape by performing research and analysis using primary (customer, partner) and secondary (analyst, sales) sources
• Work with peer Product Marketers to define the buyer’s journey to build and maintain a holistic content strategy that helps prospects and customers efficiently and effectively find compelling information that leads them to speak with sales
• Help lead the extended marketing team in defining priorities and producing regionally specific messaging, content, and sales enablement as agreed. Serve as consultation and support for international campaigns.
• Using a market-in approach, build the right messaging, positioning, value, and differentiation that addresses buyer needs and establishes why your products are the best solution
• Build and deliver content such as whitepapers, blog posts, and other content assets that support the buyer’s journey
• Work with your peers, translate the company’s business objectives, market opportunities, and product portfolio into a cohesive go-to-market plan, working with Product Management, Demand Generation, Sales, Channel, and broader Marketing team
• In conjunction with product management, lead the product launch process and own release campaigns, communications, and materials for your products
• Evangelize Delinea’s story by creating compelling stories across various content mediums.
• Drive sales enablement for your product by creating compelling resources, training, and tools that align to buyer needs and our value and differentiation
• Lead relationships with key stakeholders across a global team
• Schedule flexibility to meet with international team members at local times weekly

Principal Product Marketing Manager – AI

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.

• Connect with decision-makers by phone (80%), email, and LinkedIn
• Process and qualify inbound leads into sales opportunities
• Deliver a minimum of 75+ outbound activities (combination of calls/emails) per day
• Develop qualified leads by researching, profiling, and networking within targeted companies
• Utilize internal e-learning systems to stay current on latest trends and technologies in cyber security market
• Consistently hit weekly success metrics for meetings and/or calls between prospective customers and sales account executives
• Support a variety of inbound and outbound marketing programs and sales initiatives
• Staff industry trade shows and conferences to interact with prospects and customers and identify new business opportunities
• Record and track progress in our CRM system (Salesforce) and Prospect Engagement system (SalesLoft) to monitor your success

Enterprise Sales Development Representative, German Speaking

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.

Senior Sales Engineer

• Manage a portfolio of strategic 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.

Senior Customer Success Manager

Full-stack Engineer

• Design, develop, and deploy scalable and highly available cloud-based applications using C#/.NET Core and Azure App Services in performant Kubernetes clusters
• Innovate on the Authorization AI team, bringing AI-enabled features and security to our platform
• Using Scrum processes, collaborate with cross-functional teams (PM, UX, Dev) to understand requirements, propose technical solutions, and contribute to architectural decisions
• Participate in collaborative engineering environment. Mentor and provide technical guidance to other engineers, fostering a culture of continuous learning and growth
• Consistently look for ways to improve the development and automation processes (code quality, E2E testing, security scans, etc.), monitoring, and tiered incidence response

Senior Software Engineer – Authorization AI

• Establish and maintain a gold-standard demo approach that is consistent, repeatable, and continually improved
• Execute world class Proof of Value / Proof of Concept (PoV/PoC) engagements
• Partner with Account Executives to develop account strategy and build compelling technical narratives
• Present to both technical and business stakeholders
• Support customer RFP responses and security questionnaires
• Serve as 'Voice of the Customer' by capturing product feedback
• Articulate the Delinea vision and strategy with prospects, customers, & partners
• Be a strategic thinker that is constantly looking for improvements

Sales Engineer – GRC, Identity Governance

• Prepare for and deliver customized use case driven demonstrations of Delinea solutions.
• Provide consultative support for pre-sales, partners, and customers.
• Ensure continuing client engagement during demonstrations and other technical sessions related to sales opportunities.
• Address technical blockers that are impeding the closing of opportunities.
• Focus on largest and highest potential opportunities first and understand how to work with sales/account executives to prioritize these.
• Work with the Technical Support team to highlight any technical blockers and ensure that these cases are addressed in a timely fashion based on the opportunity close date.
• Work with Product Management in relaying feature requests and suggestions based on market, customer, and prospect feedback.
• Represent Delinea at trade shows and other industry events.
• Create and deliver training content for the Pre-Sales Engineering organization.
• Lead RFP/RFI and RFQ responses (RFX), engaging other company resources to help as needed, and ensuring that the RFX is completed on time.
• Provide technical and high-level best practices consultation services for current and prospective clients.
• Manage technical proof-of-concepts (POCs).
• Identify and communicate upsell opportunities to Client Services.

Senior Sales Engineer – SLED

• Proactively reach out to potential customers through phone (80%), email, and LinkedIn to identify and qualify new business opportunities.
• Process and qualify inbound leads to generate sales opportunities, ensuring alignment with Delinea's sales goals.
• Prospecting and finding net new opportunities in white space accounts in the Large Enterprise and Strategic Accounts
• Execute a minimum of 50+ outbound activities daily, including calls and emails, to build and maintain a strong pipeline of qualified leads.
• Conduct thorough research to gather account intelligence, identify key stakeholders, and build relationships with IT decision-makers.
• Partner closely with the Sales team to develop and refine go-to-market strategies, ensuring a seamless handoff of qualified leads. Work with Partners within territory to do account mapping and strategize in accounts to open opps. Work with Marketing on key events within region to help with registration of the events to drive attendance.
• Continuously enhance your knowledge of Delinea’s product offerings and the cybersecurity industry through internal e-learning platforms.
• Keep accurate records of all sales activities in CRM tools (Salesforce) and Prospect Engagement systems (SalesLoft) to monitor progress and success.
• Work with the QCRs you are assigned to and help collaborate on territory plans, identify top 10-20 accounts within region to go after, and work on customer cross-sell within region. Assist with onboarding and development of new hires by allowing them to shadow day to day activity for quicker ramp time.

Enterprise Sales Development Representative – SLED

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

Project Manager

• Manage Delinea’s large packaged and custom projects, from time of sale until project completion.
• Facilitate kickoff calls/meetings and manage scope, schedule, budget, resources, and timely delivery of deliverables.
• Ensure projects are completed as close to the originally stated timeline and budget as possible.
• Notify clients in a timely manner of scope changes that may impact timeline, scope, or cost.
• Collaborate with Consultants, Architects, and other Project Managers in the Professional Services team.
• Inform the Professional Services management team of projects requiring intervention.
• Use project management software such as Smartsheet to create clear project plans including tasks, sub-tasks, dependencies, resources, and timeframes.

Professional Services Project 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
• Deliver remote services to new and existing customers including: software installation and configuration, onboarding, and training
• Work with professional services, technical support and regional sales team to ensure smooth onboarding of new customers
• Regularly monitor customer health, and communicate results with regional sales team, support and renewals team
• Ensure positive customer experiences by proactively managing and growing customer relationships, including identifying key stakeholders
• Work closely with renewals teams to drive renewals and with sales teams to drive expansions
• Review client requests with technical support, product management and regional sales team and escalate as necessary
• Schedule and conduct regular reviews with customers and communicate results
• Develop, prepare, and nurture customers for advocacy
• Responsible for ongoing customer communication re: introductions, announcements (e.g., upcoming features & products); events such as User Conferences, webinars, etc.