Director of Sales Engineering – META Growth Leader

About DelineaDelinea 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.Job DescriptionAbout DelineaDelinea 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 youre 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.SummaryThe Director of Sales Engineering oversees Delineas 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 Delineas revenue growth, pipeline creation, partner ecosystem & go-to-market execution across META. Additionally, this leader will contribute to cross-functional efforts to continuously improve Delineas product execution, customer success experience, & marketing programs.What Youll DoCreate 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 Delineas technical win rate. Embed KPIs in performance management standards across the function.Create and develop Delineas SE talent program within META. Establishing the career path, standards for growth, and entry into Delineas 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 teams KPIs, with focus on regional MSPs, GSIs, distributors, and local partners.Establish a cross-functional program to regularly engage Product Management as Delineas \"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.What Youll Bring5+ 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