Sr. Channel Account Manager - Enterprise East

About Us: 

Delinea is a leading provider of privileged access management (PAM) solutions for the modern, hybrid enterprise. We make privileged access more accessible by eliminating complexity and defining the boundaries of access to reduce risk, ensure compliance, and simplify security. Delinea empowers thousands of customers worldwide, including over half the Fortune 100. Our customers include the world’s largest financial institutions, intelligence agencies, and critical infrastructure companies. 
  

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. 

Sr. Channel Account Manager Summary: 

As a Sr. Channel Account Manager you will serve as a main point of contact to regional partners and will work daily with the Delinea teams and the Partnership stakeholders.  

What You’ll Do: 

• Develop and nurture a strategic/mutually beneficial relationship with the partner or with a targeted set of resellers, distributors, Systems Integrators (SIs) and/or Independent Software Vendors (ISVs) and their ecosystem partners to drive additional revenue with joint sales efforts 

• Coordinate all company activities with the partner, including education, marketing, executive briefings, business planning and client engagements.  

• Actively engage company resources and senior executives to build strategic relationships with the partner which ensures long- term business opportunities for the company. 

• Promote company offerings to become a key part of the partner's business and solutions; May be brought by partner to sell company brand to end-customers. 

• Establish and maintain account plans to promote sales growth. 

• Achieve assigned quota for company products, services and software. 

• Transactional and relationship selling within, and influencing, a team of selling professionals; physically visiting partner customers at their offices. 

• Create, fill-in and manage company funnel for deals with partners and transform potential leads into joint sales activities. 

• Provide the business rationale and risk assessment for making company investments in the partner. 

• Recruit and develop business relationships with new partners. 

What You’ll Bring: 

• 5-7 years of channel account management experience in the software industry. 

• Experience developing strategic plans with partners to grow the business. 

• Ability to partner effectively with others in the account to ensure coordinated efficient account management. 

• Thorough understanding of pipeline management discipline and ability to explain benefits to partners/other sales teams members. 

• Independent judg