Sales Engineering Director

Summary

The Director of Sales Engineering oversees Delinea's team of Sales Engineering individual contributors across the Middle East, Turkey, and Africa region. This is a leadership role reporting to the EMEA VP of Sales Engineering. This leader will own objectives related to Delinea's revenue growth, pipeline creation, partner ecosystem & go-to-market execution across META. Additionally, this leader will contribute to cross-functional efforts to continuously improve Delinea's product execution, customer success experience, & marketing programs.

• Create and continuously cultivate a culture of Sales Engineering excellence that establishes the function as a competitive advantage for Delinea across META markets.
• Establish and continuously improve an operational excellence model across the META region. Identify and align KPIs with Sales Leadership such that the SE function is clearly and consistently aligned to the business. Identify KPIs that will improve Delinea's technical win rate. Embed KPIs in performance management standards across the function.
• Create and develop Delinea's SE talent program within META. Establishing the career path, standards for growth, and entry into Delinea's SE community are critical to this role. Support an SE-on-boarding program with milestones that drive demo proficiency in 90 days or less.
• Support SE Enablement standards that align to KPIs and go-to-market priorities across diverse META markets.
• Identify SE-led programs to create pipeline across the META region and contribute to EMEA-wide initiatives.
• Uphold regional demo & POC standards that include competitive trapping, Delinea value positioning, & business value alignment tailored to META market requirements.
• Invest in and engage the partner ecosystem through programs that are embedded in the core team's KPIs, with focus on regional MSPs, GSIs, distributors, and local partners.
• Establish a cross-functional program to regularly engage Product Management as Delinea's "voice of the client" on product strategy prioritization for META requirements. This program should establish alignment with Product & Engineering leaders to ensure that regional needs are appropriately communicated back to those owners.
• Evaluate organizational alignment across META markets, and instrument adjustments that align to go-to-market execution through alignment with HR Business Partners.
• Act as an Executive Sponsor on key accounts and partnerships across the region.

• 5+ years of experience leading go-to-market teams.
• Experience leading Sales Engineering teams across META or similar multi-country emerging markets.
• Experience managing geographically dispersed teams across diverse markets and cultures.
• A point-of-view and approach to building a community across distributed teams.
• Proven experience building regional programs that align to sales priorities such as forecast accuracy, pipeline creation, and technical win playbooks.
• Experience mixing direct and partner driven SE engagement excellence, particularly with regional partner ecosystems.
• Experience building SE Enablement, KPIs, & Technical Win standard programs across multi-country regions.
• Ability to contribute as a senior executive in Marketing, Corporate Event, Executive Sponsorship, & Speaking engagement scenarios across EMEA and META specifically.
• Experience navigating regulatory and compliance requirements across diverse markets (e.g., UAE, Saudi Arabia, South Africa).
• Understanding of Identity Security / PAM

• CISSP and other Industry Certifications.
• Arabic language skills.
• Established relationships within META's cybersecurity ecosystem.
• Experience with government and critical infrastructure sectors in META markets.

• We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities.
• We invest in people who are smart, self-motivated, and collaborative.
• What we offer in return is meaningful work, a culture of innovation and great career progression.

• Spirited - We bring energy and passion to everything we do
• Trust - We act with integrity and deliver on our commitments
• Respect - We listen, value different perspectives, and work as one team
• Ownership - We take initiative and follow through
• Nimble - We adapt quickly in a fast-changing environment
• Global - We embrace diverse people and ideas to drive better outcomes

We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie.

We take care of our employees. 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.

Delinea is an Equal Opportunity and Affirmative Action employer and prohibits…