Sr. Partner Alliances Manager

About Delinea:
Delinea is a pioneer in securing identities through centralized authorization, making organizations more secure by seamlessly governing their interactions across the modern enterprise. Delinea allows organizations to apply context and intelligence throughout the identity lifecycle across cloud and traditional infrastructure, data, and SaaS applications to eliminate identity-related threats. With intelligent authorization, Delinea provides the only platform that enables you to discover all identities, assign appropriate access levels, detect irregularities, and immediately respond to identity threats in real-time. Delinea accelerates your teams’ adoption by deploying in weeks, not months, and makes them more productive by requiring 90% fewer resources to manage than the nearest competitor. With a guaranteed 99.99% uptime, the Delinea Platform is the most reliable identity security solution available. 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.

Position Summary:

The Channel Account Manager is a channel professional and a key figure in our regional team. This role is accountable and responsible to take the regionally defined named partner strategy, build partner tailored value propositions and create detailed go-to-market plans that strengthen our value proposition to the marketplace while providing new revenue opportunities.

This role is instrumental to the success of a region. It translates the regional sales strategy utilizing Key Partners to sell more often and “higher” within Delinea generated opportunities, influence opportunity outcomes positively in collaboration with the sales team as well as create incremental, channel generated revenue via a set of Key Partners.

Partnerships to build and develop in this position relate predominantly to , regional System Integrators, strategic Security Boutique Partners, resellers and our distribution partners, utilizing both a resale and MSP approach.

The candidate will be located in Spain working from home with an expectation of up to 60% of travel within the region. The role will be reporting to the VP International Channels.

Key Responsibilities:

• Build, develop and manage a “Key” partner base to reach specific channel generated revenue targets as well as overall revenue targets within assigned partner accounts

• Take full ownership of “Key” partners, building relationships within the account that span various departments, from C-Level to sales floor. Involve the various Delinea counterparts to strengthen relationships

• Translate regional objectives and strategies into KPIs and a detailed plan that supports both regional and partner specific goals, taking executive ownership.

• Create and own “engagement plans” for region / for each Key Partner if required

• Drive ACV revenue generation and closure with the partner ecosystem. Have pipeline control, collaborate closely with regional sales teams to win

• Support partner at end user meetings, either alone or in collaboration with sellers

• Own complete partnership journey, from recruitment, on-boarding, business planning through to an active and committed partnership with regular enablement.

• Serve as the partnership and MSP advocate inside Delinea; evangelize partners and the opportunities they present by injecting partner DNA into Delinea sales

• Develop an intimate knowledge of the ins and outs of the Delinea Go-To-Market strategy as well as partner program. Utilize this to build repeat business and create tailored value propositions when