Senior Sales Engineer

About Delinea: Delinea is the identity security platform that continuously controls what AI agents, humans and machines can do and for how long. It extends privileged access management from the point of access to the moment of action, using just-in-time authorization to reduce standing privilege across on-premises, multi-cloud and short-lived infrastructure, without adding friction for legitimate users. Delinea provides visibility across every identity type, scores the risk each one carries, and preserves the context behind access decisions, making them auditable and defensible. It supports both static and ephemeral access, letting teams apply Zero Standing Privilege where risk demands it without replacing existing infrastructure. Position Summary: Sales Engineering at Delinea is organized by the accounts you own, across four segments: Strategic, Enterprise, Commercial, and Federal and Public Sector. The Delinea StrongDM specialist team works across all four. We don't own accounts; we own the technical win for runtime authorization inside them, alongside the segment Account Executives and Sales Engineers who do. The ladder from Sales Engineer to Senior to Principal runs along the same axis: deal, team, company. As a Senior Sales Engineer on the specialist team, you own the technical win for runtime authorization in the most complex opportunities across every segment, and you multiply the field around you: the demos and assets you build, the segment Sales Engineers you enable, and the patterns you establish outlast any single deal. You bring deep expertise in identity and access management (IAM) and privileged access management (PAM), hands-on fluency in the infrastructure people actually need to reach, and a forward-looking view of how AI agents change who, and what, needs access. Delinea StrongDM is the runtime authorization layer of the Delinea Platform. It replaces standing access with just-in-time (JIT) access and ephemeral credentials to databases, servers, Kubernetes, and cloud environments, governed by Cedar-based policy that can evaluate individual actions, down to an AI agent's Model Context Protocol (MCP) tool calls. You show customers how it works alongside the rest of the platform. To platform engineering leaders, security architects, and CISOs, you are a trusted technical advisor, translating business requirements into measurable outcomes: Zero Standing Privilege (ZSP), faster developer access, governed AI agents, and audit-ready compliance. Sound interesting? Read on. What You'll Do - 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. What You'll Bring Required - 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. -