Sales Engineer - GRC/Identity Governance

Delinea•Redwood City, CA

About The Position

Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real-time. With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on Delinea.com, LinkedIn, X, and YouTube. 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. Sales Engineer – (GRC/Identity Governance) The Sales Engineer will work as part of a go-to-market team by presenting solutions to solve customer business challenges to technical and business stakeholders. As a Sales Engineer on the Fastpath team at Delinea, you will play a critical role in helping organizations improve access governance, pass audits, reduce risk, and operationalize security controls across ERP, identity, and business systems. You will work together with Account Executives and customer stakeholders to uncover risk, map business processes to product capabilities, and deliver high-impact demos, workshops, and proof of value that drive technical wins. As a subject matter expert that engages with our clients you will also be engaged to guide Delinea’s product strategy internally. The role will contribute to “voice of the company” efforts. From time-to-time this will include participation in events, content creation, & speaking engagements. This role will report directly into our Manager of Sales Engineering

Requirements

5+ years in a customer-facing technical role (Sales Engineering, Solutions Consulting, Implementation Consulting, or similar).
The ability to communicate credibly with technical and business stakeholders will be a critical skill and capability in this role.
Experience presenting technical solutions to stakeholders at multiple levels, including executive audiences.
Ability to structure and lead PoC-style engagements including technical milestones, success criteria, and stakeholder expectations.
Strong written communication skills (comfort writing professional technical summaries, follow-ups, and RFP/security responses).
Strong understanding of how enterprise systems integrate (REST APIs, connectors, data synchronization, identity sources, authentication flows).
Willingness to travel up to ~25%.

Nice To Haves

Understanding of access governance concepts such as:
User Access Reviews / Certifications
Segregation of Duties (SoD) risk
Role-based access controls / least privilege
Audit and compliance requirements (SOX, SOC, etc.)
Hands-on familiarity with enterprise systems or business applications such as ERP / Finance systems, identity platforms, or security tools.
Prior experience with systems like NetSuite, Dynamics 365, SAP, Oracle, or other ERP platforms where access risk and controls are a primary driver.
Familiarity with IAM / IGA / PAM ecosystems and tools (SailPoint, Saviynt, Okta, Microsoft Entra, CyberArk, BeyondTrust, etc.).
Experience supporting channel / partner-driven deals and delivering joint demonstrations or workshops.

Responsibilities

Establish and maintain a gold-standard demo approach that is consistent, repeatable, and continually improved through refined demo data, scripts, and enablement assets.
Execute world class Proof of Value / Proof of Concept (PoV/PoC) engagements, including success criteria definition, technical validation, and stakeholder alignment
Partner with Account Executives to develop account strategy, multi-thread customer engagement, and build compelling technical narratives that support business cases
Present to both technical and business stakeholders, including IT, Security, Audit, Compliance, Finance, and application owners
Support customer RFP responses and security questionnaires by providing accurate, clear, and professional technical input
Serve as “Voice of the Customer” by capturing product feedback, identifying market patterns, and collaborating with Product Management on roadmap-driven insights
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.

Benefits

We offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays.

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