Climb Channel Solutions NA

Account Manager

• Develop and nurture a strategic/mutually beneficial relationship with resellers, distributors, Systems Integrators (SIs) and/or 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

Technical Recruiter

• Full ownership of the recruiting lifecycle from sourcing to offer negotiation and acceptance
• Partner strategically with hiring leaders, executives, and managers to understand headcount needs
• Design and execute creative, data-driven sourcing strategies for niche technical markets
• Manage candidate experience from first outreach through offer stage ensuring clarity and speed
• Advise hiring teams with market insights, pipeline health, and funnel analytics
• Support recruitment marketing and employer branding campaigns to attract engineering talent
• Collaborate with local and U.S.-based stakeholders to recruit for Engineering and Product roles

Financial Planning and Analysis

• Act as a trusted advisor to President, CMO, CCO, and other GTM leaders
• Drive strategic and financial planning, budgeting, and forecasting across GTM functions
• Provide scenario modeling, ROI analysis, and investment guidance to optimize sales and marketing efficiency
• Own end-to-end GTM financial planning and analysis, including sales capacity modeling, quota planning, pipeline analytics, LTV/CAC modeling, and customer segmentation
• Partner with RevOps and Sales Ops to align financial forecasts with business KPIs and go-to-market plans
• Establish and monitor KPIs to assess GTM health and effectiveness
• Lead global commissions in partnership with the head of commissions and oversee commission calculations and alignment with compensation plans
• Support corporate FP&A processes including monthly and quarterly Board reporting
• Ensure GTM activities have requisite internal controls around financial reporting and policy adherence
• Collaborate with Product, Sales/Revenue Operations, and Business Intelligence to align GTM strategies with company initiatives
• Lead and develop a high-performing GTM Finance team, establishing vision, goals, and a culture of continuous improvement

Senior Director, Go-To-Market Finance

Sales Development Rep

• Connect with decision-makers by phone (80%), email, and Linkedin to highlight Delinea solutions
• Process and qualify inbound leads into sales opportunities
• Deliver a minimum of 75+ outbound activities per day
• Develop qualified leads by researching, profiling, and networking
• 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
• Record and track progress in CRM system (Salesforce) and Prospect Engagement system (SalesLoft) to monitor success

Sales Development Representative

• 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.

Community Manager

• Engage with customers in the Delinea community forum through posting, responding, campaigns, and gamification
• Collaborate with cross-functional SMEs to create and execute a content calendar that helps customers unlock the value of their Delinea solution
• Support customer events including virtual office hours, roundtables, webinars, and occasional in person user groups
• Produce Delinea’s monthly customer newsletter
• Day-to-day management of Delinea’s Secret Society community site (powered by Gainsight): user management, analytics, and integration with Delinea’s CRM
• Facilitate conversations and QA, develop, manage, and organize content, and facilitate community events and communications to help customer admins optimize their use of the Delinea platform

Marketing

• Act as the first point of contact for Fastpath marketing.
• Define the global Fastpath marketing strategy and model the revenue waterfall to set lead and pipeline targets.
• Drive the annual and quarterly marketing planning process, aligning with marketing leadership, VP Fastpath Sales, VP Sales Development and Senior Director Fastpath Alliances to prioritize programs and budgets.
• Present the plan and progress to senior marketing and sales leadership.
• Act as the single point of contact for partner marketing initiatives, removing roadblocks and ensuring alignment.
• Work with the Strategic Alliances and Partner Marketing teams to develop joint marketing strategies that promote our combined value proposition, developing messaging and go-to-market plans to accelerate pipeline, and create and curate marketing collateral, content, and resources that support partner marketing initiatives.
• Work with the Partner Marketing team to engage the partner ecosystem with effective communications and events.
• Work directly with selected alliance partners to execute co-marketing programs including thought leadership, demand generation initiatives and events.
• Collaborate with the Product and Content Marketing, Website, Demand Generation, Field Marketing and Customer Marketing teams to coordinate execution of the plan.
• Collaborate with the Marketing Communications team to coordinate brand marketing and effective thought leadership, PR, social and analyst activity that drives business growth.
• Collaborate with the Sales Development team to optimise lead handoff processes and ensure seamless integration between marketing and sales efforts.
• Collaborate with the Marketing Operations team to maintain high quality marketing data.
• Own and lead cross-functional communication to ensure all teams are clear on, and executing against, the marketing plan.
• Monitor and analyse key performance metrics, such as lead conversion rates, cost per lead, customer acquisition costs, and ROI.
• Use data-driven insights to optimise campaigns, maximise marketing effectiveness and inform the marketing strategy.
• Provide regular reports and data-driven insights to key stakeholders.

Senior Marketing Manager

Sales Engineer

• Present solutions to solve customer business challenges to technical and business stakeholders
• Work with clients’ senior leadership to identify and prioritize use cases, milestones, and business case criteria aligned to IAM & PAM program investment strategies
• Guide Delinea’s product strategy and contribute to voice of the company efforts, including events, content creation, and speaking engagements
• Establish a gold standard demo approach underpinning the company’s PAM vision
• Strategize with account managers to optimize engagement with client stakeholders
• Deliver Proof of Value/Proof of Concept engagements
• Develop concepts and programs to drive pipeline with ESP target customer base
• Use public speaking, industry commentary, and social media to build awareness and drive pipeline
• Articulate Delinea vision and strategy with prospects, customers, & partners
• Identify industry trends and address technical blockers impeding opportunity closures
• Relay feature requests and suggestions to Product Management based on market feedback

Senior Sales Engineer

Accounting Manager

• Oversee day-to-day operations of the revenue accounting function, including customer contract review, revenue recognition treatment, month-end close, and audit support
• Lead and develop the revenue accounting team and foster a culture of accuracy, accountability, and continuous improvement
• Partner with cross-functional teams (Sales, Deal Desk, Product/Engineering, Legal, Order Management, Credit & Collections) as the Subject Matter Expert on revenue matters
• Ensure compliance with ASC 606 and serve as technical expert for complex arrangements
• Own the month-end and quarter-end close process for revenue, ensuring accuracy, timeliness, and strong internal controls
• Prepare and present revenue reporting, analysis, and insights to the Sr. Director of Revenue and senior leadership
• Be primary contact for external auditors on revenue-related matters and provide audit support
• Assess revenue impact and accounting treatment for new initiatives (product launches, pricing strategies, GTM programs) and operationalize into scalable, automated processes
• Drive Order-to-Cash process improvements, including automation, system enhancements, and best practice adoption

Senior Manager, Revenue Accounting and Operations

• Responsible for all net new sales into Enterprise Accounts ($1 Billion to $10 Billion) in assigned geographic area
• 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 Delinea technical experts to present product strengths and capabilities
• Consistently meet/exceed sales targets and maintain an accurate forecast of sales pipeline
• Cultivate and manage relationships with Channel partners
• Leverage Delinea executives and their networks to gain access to prospective clients
• Travel approximately 30-40% to visit customers, attend trade shows or field events, and for internal meetings
• Continue to hone expertise in Cybersecurity and pursue career advancement opportunities

Enterprise Account Manager

Account Executive

• Responsible for all net new sales into a geographic territory for Commercial Accounts
• 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 Delinea technical experts to present product strengths and capabilities
• Consistently meet/exceed sales targets
• Maintain an accurate forecast of sales pipeline
• Cultivate and manage relationships with Channel partners
• Limited travel to visit customers, attend trade shows or field events, and internal meetings as required
• Continue to hone craft and build expertise in Cybersecurity

Commercial Account Executive

IT Support

• Lead cross-functional IT teams across Cloud Support and Data Center operations, providing mentorship, resource allocation, and alignment with organizational goals
• Oversee infrastructure initiatives, including HCI cluster deployments, data center lifecycle refreshes, and firewall/vendor migrations
• Manage virtualization platforms and drive migrations from VMware ESXi to Microsoft Hyper-V
• Direct network, server, and storage projects, and establish enterprise monitoring and access control systems
• Administer and optimize Microsoft 365 services (Intune, Entra, Exchange, Azure AD)
• Coordinate Agile planning through Azure DevOps and assist the Director of IT in day-to-day operations
• Collaborate with SecOps and Support Desk to implement security systems, enforce RBAC/least-privilege, and ensure continuity and disaster recovery practices
• Act as technical escalation point and support IT staff lifecycle including recruiting, onboarding, training, and professional development

IT Infrastructure Manager

Data Scientist

• Own design, development, and deployment of analytical solutions including Snowflake data models, traditional ML models, and LLM-powered applications
• Collaborate with business stakeholders, data engineers, and product teams to transform complex datasets into actionable insights
• Design, develop, and optimize complex Snowflake data models to support analytics and AI applications
• Build scalable, efficient data pipelines to ensure high-quality data availability for analytics and modeling
• Develop, train, and deploy traditional ML models (classification, regression, clustering)
• Lead LLM-based solution development, including model selection, prompt engineering, and fine-tuning
• Implement RAG and Agentic LLM architectures for interactive, context-aware AI experiences
• Architect and manage end-to-end AI/ML pipelines including deployment, monitoring, and performance optimization
• Establish governance for AI models: version control, performance tracking, and retraining schedules
• Collaborate on Streamlit-based applications for visualization, analytics self-service, and AI interaction
• Integrate AI models into user-facing tools to enhance business decision-making
• Partner with cross-functional stakeholders to identify high-impact AI/ML opportunities and translate solutions into business value

Senior Data Scientist

Backend Engineer

• GPTOps is a standalone AI operations service within the Delinea Platform enabling secure, compliant interaction with OpenAI and other LLMs
• GPTOps features include RAG, real-time feedback, self-evaluation to reduce hallucinations, intelligent follow-up suggestions, and dynamic content management
• Design, maintain, and deploy scalable and highly available backend and cloud-based applications using C#, Azure AI Foundry, and Kubernetes
• Implement and manage load balancing solutions to ensure high availability and scalability of backend services
• Work closely with the CloudOps team to ensure robust, secure, and efficient cloud operations
• Collaborate with cross-functional teams (PM, UX, Dev) using Scrum to propose technical solutions and contribute to architecture decisions
• Participate in code reviews to ensure high-quality, maintainable code
• Optimize backend applications and infrastructure for performance, scalability, and cost efficiency
• Troubleshoot and resolve cloud production issues to ensure system reliability and availability
• Continuously improve development and automation processes (code quality, E2E testing, security scans), monitoring, and incident response
• Contribute to and improve shared code, tooling, and techniques across Platform teams

Staff Software Development Engineer, GPTOps, Backend/Cloud

• Entry-level Commercial Sales Development Representative serving as connection between Sales and Marketing
• Prospecting and lead generation via phone (80%), email, and LinkedIn
• Qualify inbound leads and generate sales opportunities
• Execute a minimum of 75+ outbound activities daily to build pipeline
• Conduct account research and build relationships with IT decision-makers
• Partner with Sales to refine go-to-market strategies and handoff qualified leads
• Continuous learning of Delinea products and cybersecurity industry
• Record sales activities in Salesforce and SalesLoft

Sales Development Representative, Commercial

People Operations

• Set and execute HR technology vision and strategy aligned to business and people strategies
• Oversee global HR systems portfolio with Workday as core enterprise platform and lead digital transformation
• Develop and execute a comprehensive people analytics strategy for talent acquisition, retention, performance management, and organizational development
• Identify, evaluate, and implement AI-driven solutions to automate and improve HR processes (talent acquisition, onboarding, engagement, L&D)
• Manage, mentor, and develop a high-performing team focused on collaboration, service excellence, and continuous improvement
• Partner with senior HR and business leadership to design next-generation employee experiences and workforce solutions
• Provide actionable insights from workforce data to support strategic decision-making
• Evaluate existing processes and identify opportunities for digital transformation and automation
• Serve as enterprise owner of HR technology ensuring operational excellence, scalability, and strategic value
• Develop metrics to gauge effectiveness of HR technologies and processes
• Ensure data security, governance and compliance with regulations (GDPR, CCPA, etc.)
• Manage vendor relationships and drive ROI from tech investments
• Foster culture of innovation, continuous improvement, and data-driven HR practices
• Stay abreast of emerging trends in HR technology, analytics, and AI and recommend best practices
• Partner with HR Centers of Excellence and collaborate with Finance, Payroll, Legal, and IT
• Serve as a key stakeholder in M&A integrations, system migrations, and organizational change initiatives

Director, People Technology & Analytics

Frontend Engineer

• About Delinea: pioneer in securing human and machine identities with a cloud-native Identity Security Platform
• About GPTOps: standalone AI operations service powering secure, compliant interaction with OpenAI and other LLMs, offering RAG, streaming, feedback, and SDK access
• Design, maintain, and deploy scalable and highly available cloud-based frontend applications and SDKs using Angular, TypeScript, and C#
• Develop and maintain SDKs that provide simple interfaces to OpenAI functionality, including chat completions, feedback, and streaming answers
• Collaborate with cross-functional teams (PM, UX, Dev) using Scrum to propose solutions and contribute to architecture decisions
• Integrate and optimize platform AI libraries and RAG workflows for customer-facing features
• Participate in code reviews to ensure high-quality and maintainable code
• Optimize frontend applications for performance, scalability, and cost efficiency
• Troubleshoot and resolve production issues, ensuring reliability and availability
• Continuously improve development and automation processes (code quality, E2E testing, security scans), monitoring, and incident response
• Contribute to shared code, tooling, and techniques across Platform teams

Software Engineer, GPTOps – Frontend/SDK Focus

Product Manager

• Delinea is looking for a Product Manager to join our Platform PM team and start owning aspects of the platform roadmap and backlog.
• Build a secure, resilient, and scalable platform that other Delinea services will leverage and onboard on top.
• Define the technical requirements for the platform and drive the execution in alignment with Delinea's vision and strategy.
• Collaborate with product, engineering, product marketing, field, and business development to drive the platform forward.
• Refine and evangelize the platform's vision and strategy, maintain prioritized backlog and roadmap, and stay engaged with architecture decisions.

Product Manager – Shared Services

Technical Customer Success

• Serve as technical backbone for Customer Success Managers, providing pooled, non-billable on-demand technical and strategic support
• Provide expert technical guidance to CSMs on strategic tasks for Delinea’s products (except FastPath)
• Assist in resolving stuck support cases, bugs, or feature requests by liaising with internal teams and communicating updates primarily through CSMs
• Engage in customer-facing discussions when escalated, ensuring CSM remains primary contact
• Focus on specific issues rather than customers; disengage when issue resolved
• Promote knowledge transfer and coach CSMs to reduce reliance on CSE support
• Collaborate with CSM managers and Director of Technical Success to prioritize requests
• Document interactions, resolutions, and best practices to internal knowledge bases
• Maintain boundaries to avoid overlapping with Professional Services; no billable implementations or long-term customer assignments

Senior Channel Account Manager

Technical Recruiter

Senior Director, Go-To-Market Finance

Sales Development Representative

Senior Channel Account Manager

Community Manager

Senior Marketing Manager

Senior Sales Engineer

Senior Manager, Revenue Accounting and Operations

Enterprise Account Manager

Commercial Account Executive

IT Infrastructure Manager

Senior Data Scientist

Staff Software Development Engineer, GPTOps, Backend/Cloud

Sales Development Representative, Commercial

Director, People Technology & Analytics

Software Engineer, GPTOps – Frontend/SDK Focus

Product Manager – Shared Services

Customer Success Engineer