SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
Delinea is a cloud-native Identity Security Platform that secures human and machine identities through intelligent, centralized authorization. The company's StrongDM product is a runtime authorization layer that replaces standing access with just-in-time (JIT) access and ephemeral credentials across databases, servers, Kubernetes, and cloud environments.
As a Senior Sales Engineer on the specialist team, you will own the technical win for runtime authorization in complex opportunities across all four customer segments (Strategic, Enterprise, Commercial, and Federal/Public Sector). Unlike traditional account-owning roles, you focus on the technical aspects of deals while working alongside segment Account Executives and Sales Engineers. Your impact multiplies through the demos, assets, and patterns you create that outlast individual deals.
Key responsibilities include:
- Serve as technical lead for runtime authorization in the most complex opportunities, focusing on StrongDM and its integration with the broader Delinea Platform
- Partner with Account Executives and Sales Engineers to identify and accelerate runtime authorization opportunities
- Lead technical discovery to uncover real problems (standing privileges, credential sprawl, audit gaps, developer friction, ungoverned AI agents) and connect them to business outcomes
- Deliver compelling demonstrations, technical presentations, and workshops to platform engineers, SREs, security architects, and executives
- Own and drive Proofs of Value (PoVs) and technical evaluations from scoping through success criteria
- Develop solution designs including architecture diagrams, integration specifications, and deployment plans spanning identity providers, databases, Kubernetes, cloud platforms, SIEM, ITSM, ChatOps tools, and AI agent toolchains
- Respond to RFPs, RFIs, and security questionnaires for runtime authorization
- Enable segment Sales Engineers and Account Executives through office hours, deal reviews, and training
- Collaborate with Professional Services and Customer Success during onboarding
- Troubleshoot complex issues during evaluations across identity providers, networking, Kubernetes, databases, cloud IAM, and MCP
- Stay current on Delinea product updates, identity security trends, machine identity, AI agent security, and cloud-native infrastructure
- Contribute to internal knowledge base, demo environments, reusable assets, and mentor Sales Engineering team members
- Provide structured field feedback to Product Management and Engineering
- Represent Delinea at customer events, industry conferences, and partner enablement sessions
The role emphasizes ownership that extends beyond individual deals to enabling the broader field, respect in an overlay role, and challenging the status quo with customers backed by demonstrably better designs.
REQUIREMENTS:
- 5+ years of experience in 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 related field, or equivalent practical experience
- Hands-on expertise in IAM and PAM, with ability to explain identity threat landscape and principles of zero trust, least privilege, JIT access, and Zero Standing Privilege (ZSP)
- Strong command of identity protocols and directories: 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 (PostgreSQL, MySQL, 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 (Terraform), REST APIs, and scripting in Python, Bash, or PowerShell
- Understanding of compliance and audit frameworks: SOX, PCI DSS, HIPAA, NIST, FedRAMP, and ISO 27001
- Excellent presentation, communication, and relationship-building skills, including ability to run live demos, adapt in real time, and engage audiences from engineers to C-level executives
- Proven ability to support multiple account teams concurrently in fast-paced environment, ideally in overlay or specialist role, while working independently
- Willingness to travel 25% for customer meetings, proofs of value, and events
Nice to have: 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; established public presence in identity or DevOps community; industry certifications (CISSP, CCSP, Security+, CKA, Okta, or cloud provider security certifications); experience with MEDDICC or similar enterprise sales qualification frameworks.
