Partner Business Manager, Delinea
Guidepoint
+ Equity + Bonus Program
Privileged access management (PAM) solutions
Be an early applicant
Privileged access management (PAM) solutions
1001+ employees
Be an early applicant
+ Equity + Bonus Program
1001+ employees
Company mission
To empower cybersecurity for the modern, hybrid enterprise.
Role
Who you are
- 5-7 years of channel account management experience in the software industry
- 3-5 years of directly managing defined partner accounts
- 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 judgment methods, techniques, and evaluation criteria for obtaining results
- Excellent communication skills: you are articulate, straightforward, thoughtful, and consistent
- Strong presentation skills with the ability to articulate complex concepts to cross-functional audiences
- Strong attention to detail, with strong analytical problem-solving ability
- A natural inclination for building and fostering relationships with clients and project teams
- A team player mindset – you’re at your best in a closely collaborative environment
- Ability to maintain multiple deadlines, with various stakeholders while delivering consistent results
- Strong business acumen with a demonstrated track record of driving results
- Ability to travel up to 20% as required with in accordance with safe guidelines
Desirable
- Bachelor's degree in Business, Science, Technology, Engineering, Math, or an additional 5 years of equivalent experience
What the job involves
- As a Partner Business Manager you will serve as a main point of contact for named partner accounts and will work daily with the Delinea teams and the Partnership stakeholders
- 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
Our take
In a world of increasingly muscular cyber threats, Delinea is providing Privileged Access Management (PAM) tools for companies in the medical, construction, manufacturing, and government industries. With the constant evolution of threats, these and many more industries require sturdy support from companies, leading to PAM solutions being valued at $18.32 billion in 2019.
Delinea has enjoyed funding from Thomas Bravo and Insight Partners in the past, but is one of many similar companies in the industry. However, under its previous moniker of Centrify, dating back to Delinea’s merger with Thycotic Software, the company has been a major player in PAM since 2004. With a buyout in 2021 by TPG Capital, Delinea is clearly taking steps to keep up with modern threats.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Company benefits
- Full suite of medical, dental, and vision insurance
- 401(k)
- ROTH, comprehensive life insurance, short-term and long-term disability insurance, an employee assistance program
- Generous discretionary time off
- 10 or more paid holidays
Company values
- Spirited - What Delinea does is serious work, but it has a great time doing it. It's passionate about responding to its customers and making an impact. Delinea strives to bring out the best in each other
- Trust - Delinea's customers trust it to protect its most critical resources and take that responsibility seriously. It does the things it says it's going to, and it doesn’t promise what it can’t deliver. Delinea counts on each other, and it has each other’s backs
- Respect - Delinea treats everyone with dignity, respect and professionalism. It values diverse viewpoints and backgrounds as the foundation for collaboration and innovation
- Ownership - Delinea is driven to solve problems and it's accountable for delivering results with the highest level of integrity. Delinea shares all responsibility for the success of the company and its customers
- Nimble - Delinea challenges the status quo, and it innovates fast to stay ahead of cyberthreats, setting the pace for a fast-moving industry. It makes decisions with the best information available and learns from its actions
- Global - Employees across almost 40 countries and customers all over the world bring a global perspective to Delinea's business. It doesn’t base decisions on the assumptions of a single country or culture
Company HQ
Financial District, San Francisco, CA
Articles
Leadership
Art Gilliland
(CEO)Previously Advisor at TPG CAPITAL MANAGEMENT, L.P, Senior Vice President and GM, Symantec Enterprise Division Broadcom Inc, EVP and GM Enterprise Business Unit at Symantec, Member Board Of Directors at Gigamon.
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