Note: The job is a remote job and is open to candidates in USA. Delinea is hiring a Senior Sales Engineer to lead technical wins for runtime authorization in complex opportunities across its customer segments. The role partners with account teams, leads technical discovery and evaluations, develops solution designs and demonstrations, and enables the field on Delinea StrongDM and identity security.
Responsibilities
- Serve as the technical lead for runtime authorization in the most complex opportunities across all four segments, focused on Delinea StrongDM and how it combines with the rest of the Delinea Platform
- Partner with segment Account Executives and Sales Engineers to identify, qualify, and accelerate runtime authorization opportunities, adding depth to the account team without adding friction
- Lead technical discovery to find the real problem behind the request, whether standing privileges, credential sprawl, audit gaps, developer friction, or ungoverned AI agents, and connect it to the business outcome the customer needs
- Challenge the customer's current access architecture and the status quo in the account, backed by a design that is demonstrably better
- Deliver compelling demonstrations, technical presentations, and workshops tailored to platform engineers, SREs, security architects, and executives, and handle the unscripted question live
- Own and drive Proofs of Value (PoVs) and technical evaluations from scoping through success criteria to a documented technical win
- Develop solution designs, including architecture diagrams, integration specifications, and deployment plans spanning identity providers, databases, Kubernetes, cloud platforms, SIEM, ITSM and ChatOps tools, and AI agent toolchains
- Respond to RFPs, RFIs, and security questionnaires for runtime authorization, verifying every answer against current product documentation before it reaches the customer
- Treat customer and account team requests with urgency, responding promptly and setting clear expectations on timing, scope, and next steps across the multiple account teams you support
- Use AI tooling and demo automation to increase your leverage: research agents for account preparation, personalized on-demand demos between live meetings, and reusable assets the field can pick up
- Enable segment Sales Engineers and Account Executives through office hours, deal reviews, and short-form training so they can recognize and open runtime authorization conversations on their own
- Collaborate with Professional Services and Customer Success during onboarding to ensure a smooth handoff and adherence to the agreed architecture
- Troubleshoot complex issues during evaluations across identity providers, networking, Kubernetes, databases, cloud IAM, and MCP
- Stay current on Delinea product updates, identity security trends, and the threat landscape, including machine identity, AI agent security, and cloud-native infrastructure
- Contribute to the internal knowledge base, demo environments, reusable assets, and best practices, and mentor newer members of the Sales Engineering team
- Provide structured field feedback to Product Management and Engineering, especially on AI agent governance and competitive gaps, and support the introduction of new capabilities to the market
- Represent Delinea at customer events, industry conferences, and partner enablement sessions, and contribute to thought leadership such as blog posts, webinars, and demo videos
Skills
- 5+ years of experience in a pre-sales Solutions Engineering, Sales Engineering, or Sales Architecture role, with at least 3 years focused on IAM or PAM and demonstrated ownership of complex evaluations, from scoping to technical win
- Bachelor's degree in computer science, engineering, or a related field, or equivalent practical experience
- Hands-on expertise in IAM and PAM, with the ability to explain the identity threat landscape and the principles of zero trust, least privilege, JIT access, and ZSP, and why they matter to the business
- Strong command of identity protocols and directories, including SAML, OIDC, OAuth 2.0, SCIM, LDAP, Kerberos, and PKI, with hands-on experience in Okta, Microsoft Entra ID, Ping, or Active Directory
- Hands-on experience with, or deep working knowledge of, infrastructure access and PAM platforms such as Teleport, HashiCorp Boundary or Vault, CyberArk, BeyondTrust, Okta Privileged Access, or StrongDM
- Strong working knowledge of enterprise infrastructure: Linux and Windows administration, SSH and RDP, common databases such as PostgreSQL, MySQL, and SQL Server, and networking fundamentals
- Experience with at least one major cloud platform (AWS, Azure, or Google Cloud), including its IAM model, and working familiarity with Kubernetes and containerized environments
- Familiarity with DevOps and automation practices, including CI/CD pipelines, infrastructure as code such as Terraform, REST APIs, and scripting in Python, Bash, or PowerShell
- Understanding of compliance and audit frameworks such as SOX, PCI DSS, HIPAA, NIST, FedRAMP, and ISO 27001
- Excellent presentation, communication, and relationship-building skills, including the ability to run a live demo, adapt it in real time, and engage audiences from engineers to C-level executives
- Proven ability to support multiple account teams concurrently in a fast-paced environment, ideally in an overlay or specialist role, while working independently
- Hands-on experience with Delinea StrongDM or other Delinea products
- Experience securing machine identities, service accounts, secrets, and AI agents, including familiarity with MCP or agentic AI frameworks
- Policy-as-code experience with Cedar, OPA/Rego, or similar
- An established public presence in the identity or DevOps community, such as a technical blog, demo videos, conference or meetup talks, open-source contributions, or an engaged LinkedIn audience
- Industry certifications such as CISSP, CCSP, Security+, CKA, Okta, or cloud provider security certifications
- Experience with MEDDICC or similar enterprise sales qualification frameworks
Benefits
- Equity
- Commission
- Investment in your growth, including training, certifications, and conference attendance.
- A visible path to Principal.
- A meaningful bonus program.
- Healthcare insurance
- Pension/retirement matching
- Comprehensive life insurance
- An employee assistance program
- Time off plans
- Paid company holidays
- Remote work
Company Overview
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