Senior Sales Engineer - Federal

About Us:

Delinea is a leading provider of privileged access management (PAM) solutions for the modern, hybrid enterprise. We make privileged access more accessible by eliminating complexity and defining the boundaries of access to reduce risk, ensure compliance, and simplify security. Delinea empowers thousands of customers worldwide, including over half the Fortune 100. Our customers include the world’s largest financial institutions, intelligence agencies, and critical infrastructure companies.

Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you're ready to push boundaries and challenge the status quo in security, we want to hear from you.

Apply today to help us achieve our mission.

Senior Sales Engineer Summary:

The Senior Sales Engineer is a key member of the Federal customer-facing sales team having primary responsibility for providing pre-sales technical support for all Delinea products. They will interact directly with employees at both technical and all levels of management on the client accounts including the executives (CTO, CIO, CISO etc.) They will identify key customer requirements and present Delinea products and use cases that meet the applicable requirements.

What You’ll Do:

• 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.

What You’ll Bring:

• 5+ years Sales Engineering or related field experience directly with Government/Military clients.

• Top Secret Clearance.

• Experience designing in a DoD environment with multiple classification systems.

• Bachelor's degree in computer science or equivalent experience.

• Excellent presentation and listening skills, and the ability to learn and improve these on feedback from management and peers.

• Ability to customize demonstrations if needed for larger opportunities using out of the box thinking and creativity.

• Strong presentation skills and ability to build and present high-quality product demonstrations to both technical and executive audiences.

• A good understanding of solution sales methodologies.

• A strong understanding of computer and network infrastructure.

• Working experience with MS Windows, MS SQL Server, Active Directory, and some knowledge of UNIX/Linux.

• Knowledge of commonly used security technologies and protocols.

• Experience with PowerShell scripting and web services API.

• Understanding of relevant technologies and concepts related to DevOps.

• Familiarity with cloud platforms (Amazon Web Services, Google Cloud, Microsoft Azure) and cloud application architecture.

• Flexibility in work schedule to accommodate the customer and the needs of the business.

• Ability to attend conferences as needed and up to 30-35% travel within the United States

Bonus if you have:

• Proficiency and/or knowledge of existing Delinea products

• CISSP, MSCE, GIAC, CEH, or ISACA Certifications

Delinea Culture & Benefits:
 

Why work at Delinea?