Senior Partner Alliances Manager, Delinea
+ Equity + Bonus
More information about location
Privileged access management (PAM) solutions
Job no longer available
Privileged access management (PAM) solutions
1001+ employees
Job no longer available
+ Equity + Bonus
More information about location
1001+ employees
Company mission
To empower cybersecurity for the modern, hybrid enterprise.
Role
Who you are
- A business leader who can influence and build strong relationships with decision makers across all levels of partner and prospect organizations. Comfortable at C-Level as much as enjoying hands-on sales conversations with sellers and prospects
- 3+ years of experience in developing Strategic Alliance relationships. Existing relationships with SIs and Reseller partners is key
- Excellent English & Spanish, French and/or Italian languages a bonus
- Proven experience of business development via partnerships, successfully implementing channel/field alliances strategy to drive increased sales
- Successful track record in meeting and exceeding business development and partner growth goals as well as increasing opportunity value in collaboration with partners
- Proven experience in building a strategic partnership network in region
- Strong time management skills in dynamic and fast paced sales environment
- Excellent communication skills: written and spoken
- Strong organizational and planning skills
- Strong coordination skills: Must be able to work well with others as part of a team
- Strong relationship building, listening and follow through abilities
- Brings a positive attitude to the team with a focus on solving challenges to achieve the best result for all involved
- Used to having an ‘entrepreneurial’ mindset whilst being able to see the market opportunity, take the initiative and get things done
- Understands how to successfully build and manage a channel pipeline and forecast accurately
What the job involves
- 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 role will be reporting to the VP International Channels
- 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 engaging with partners
- Represent both the voice of the “Key” partners to Delinea and the voice of Delinea to “Key” partners as required to resolve issues and attain revenue
- Collaborate with Delinea’s marketing team to create quarterly activity plan for demand generation via “Key” Partnerships and assume responsibility for execution of agreed activities
- Keep Salesforce.com up to date with accurate and regular opportunity updates, Alliance business planning information and meeting notes
- Execute Demand gen plan exclusively build around DR’s
- Emphasize the Enablement piece of Key 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
-8% employee growth in 12 months
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 HQ
Financial District, San Francisco, CA
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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