Climb Channel Solutions NA

Performance Marketing

• Execute campaigns and programs to support business objectives, generating net new leads that result in the achievement of pipeline and revenue objectives.
• Apply analytics and insights to optimize campaigns, deliver higher quality responses, and improve conversion rates through the funnel.
• Proficient with modern project management platforms (Asana preferred) to develop project plans and lead project teams to execute efficiently and on a deadline.
• Manage deadlines and tasks for ongoing projects across writers, designers, digital, web, ops, and social teams.
• Measure results and maintain ongoing reporting for marketing leadership.
• Identify opportunities and roadblocks early and often to capitalize or course-correct as needed.

Marketing Campaign Manager

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.

Commercial Sales Engineer

Marketing Operations

• Lead the implementation, integration, and maintenance of technology platforms (e.g., CRM, marketing automation, analytics tools).
• Collaborate with IT and other departments to ensure seamless integration of marketing technologies.
• Lead campaign operations including audience segmentation, page setup, workflow automation, and loading.
• Partner with demand generation and events teams to ensure flawless execution.
• Train marketing teams on proper use of the systems for campaigns and list loads.
• Analyze current marketing processes and identify areas for improvement.
• Develop and implement standardized processes to increase efficiency and effectiveness.
• Lead cross-functional teams to streamline workflows and eliminate bottlenecks.
• Ensure the accuracy, completeness, and consistency of marketing data.
• Implement data governance practices and conduct regular audits.
• Work with data analysts to develop and maintain data quality metrics.
• Create and maintain dashboards and reports to track marketing performance.
• Provide actionable insights and recommendations based on data analysis.
• Present findings to senior management and other stakeholders.
• Develop and maintain comprehensive documentation for all marketing processes, campaigns, and initiatives.
• Create and update standard operating procedures (SOPs) to ensure consistency and efficiency in marketing operations.
• Ensure all marketing documentation is easily accessible and organized for team members.

Marketing Operations Manager

Technical Customer Success

• Partner proactively with regional CSMs and account teams to drive customer value, including identifying opportunities to deepen adoption, recommending best practices, and demonstrating advanced features and integrations across the full product portfolio.
• Provide expert technical guidance on strategic initiatives, such as architecture reviews, integration planning, roadmap alignment, and enabling customers to achieve key business outcomes.
• Collaborate on customer success plans, executive business reviews, and health checks to highlight technical wins, mitigate risks, and surface expansion opportunities.
• Assist in unblocking "stuck" support cases, product bugs, or enhancement requests by serving as a liaison to internal teams (Engineering, Product Management, Support) to expedite resolution and ensure clear communication back to the customer.
• Engage directly in customer conversations when technical depth is required (e.g., deep-dive workshops, troubleshooting sessions), always in coordination with the CSM.
• Prioritize work within your assigned region while maintaining flexibility to support high-priority escalations across regions as needed.
• Actively coach and mentor CSMs through knowledge transfer, enabling them to handle increasingly complex technical discussions independently and reducing future escalations.
• Document key interactions, solutions, playbooks, and customer-proof best practices to enrich internal knowledge resources and elevate overall team technical competency.
• Collaborate closely with CSM leadership and the Technical Success team to align on priorities, share regional insights, and continuously improve processes.

Senior Customer Success Engineer

Growth Marketing

• Develop and nurture a strategic/mutually beneficial relationship with the partner or with a targeted set of resellers, and their ecosystem partners drive additional revenue with joint sales efforts
• Experience & understanding of how to align Sales, Services, Managed Services team to drive mutual growth with partner or set of partners
• 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 the 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 maintain 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 visiting 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.

Partner Business Manager – National Growth Accounts

Enterprise Sales Engineer

Manager

• Be a licensing expert and understand all the owned assets within a given account
• Strong understand of complex software quoting
• Understanding of Annual Recurring Revenue (ARR), Annual Contract Value (ACV), and Total Contract Value (TCV) Revenue Models
• Work with professional services, technical support and regional sales team to ensure smooth onboarding of new customers
• Work closely with customer on renewal during the Customer Journey for optimal retention.
• Direct relationship with sales teams to drive expansions
• Review client requests with technical support, product management and regional sales team and escalate as necessary
• Identify at-risk accounts, and take appropriate action and/or escalate as needed
• Ensure positive customer experiences by proactively managing and growing customer relationships, including identifying key stakeholders
• Proactively start the procurement / renewal process three months prior to the renewal date to ensure on-time renewals

Renewals Manager

Account Executive

• Create and personalize a territory plan for the assigned territory.
• Prospect to and create contacts within Commercial 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.
• Never stop learning! Continue to hone your craft and build your expertise in Cybersecurity.

Commercial Account Executive

Sales

• Create and a territory sales plan and account plans as needed.
• Prospect to create contacts and opportunities within Enterprise Accounts in a geographic region.
• Proactively pursue existing leads who have expressed interest in our services.
• Collaborate with and engage the 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. Build and manage 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 Sales Director

Operations

• Conduct data quality audits across CRM, marketing automation, and other revenue-related systems to identify discrepancies and inconsistencies.
• Support the cleaning, standardization, and enrichment of customer and prospect data to ensure it aligns with business needs.
• Assist in building and maintaining dashboards and reports that monitor key metrics for data accuracy and completeness.
• Collaborate with team members to document and implement data quality standards and best practices.
• Research and recommend tools or methods to improve data quality and streamline processes.
• Work with cross-functional teams to align on data management priorities and resolve data-related issues.
• Provide regular updates and recommendations on data quality improvements to the Revenue Operations team.