Delinea is seeking a Senior Manager, Commercial Sales Engineering to lead our team of Commercial Sales Engineers across the United States. Reporting to the Americas VP of Sales Engineering, you will be responsible for objectives related to revenue growth, pipeline creation, and strengthening our partner ecosystem and go-to-market execution.
What You'll Do
- Create and continuously cultivate a culture of Sales Engineering excellence.
- Establish and improve an operational excellence model across the regional function.
- Identify and align KPIs with Sales Leadership, focusing on improving Delinea’s technical win rate.
- Embed KPIs in performance management standards across the function.
- Create and develop Delinea’s SE talent program, including career path and standards for growth.
- Support an SE onboarding program with milestones that drive demo proficiency in 90 days or less.
- Support SE Enablement standards aligned to KPIs and go-to-market priorities.
- Identify SE-led programs to create pipeline at a global scale.
- Uphold a global demo and POC standard that includes competitive trapping, value positioning, and business value alignment.
- Invest in and engage the partner ecosystem through programs embedded in the core team’s KPIs.
- Establish a cross-functional program to regularly engage Product Management as Delinea’s “voice of the client.”
- Evaluate regional organizational alignment and instrument adjustments to support go-to-market execution.
- Act as an Executive Sponsor on key accounts and partnerships.
What We're Looking For
- 3+ years of experience leading go-to-market teams.
- Experience leading Americas-wide US functions.
- Proven experience leading Sales Engineering teams.
- A point-of-view and approach to building a community.
- Proven experience building global programs aligned to sales priorities like forecast accuracy and pipeline creation.
- Experience mixing direct and partner-driven SE engagement excellence.
- Experience building SE Enablement, KPI, and Technical Win standard programs on a regional scale.
- Ability to contribute as a senior executive in Marketing, Corporate Event, Executive Sponsorship, and speaking engagements.
Nice to Have
- CISSP and other industry certifications are desirable.
Team & Environment
You will oversee Delinea’s team of Commercial Sales Engineering individual contributors across the US and report to the Americas VP of Sales Engineering.
Benefits & Compensation
- Competitive salaries.
- Meaningful equity and bonus program.
- Full suite of medical, dental, and vision insurance.
- Pension/retirement matching.
- Comprehensive life insurance.
- Employee assistance program.
- Generous discretionary time off (DTO).
- Paid company holidays.
- Paid leave for new birth, adoption, surrogacy, or foster-to-adopt primary caregivers.
Work Mode
This role operates in a local-country mode and is based in the US.
Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
