Strategic Alliances Manager, Delinea

• Bachelor’s Degree in Business, Marketing, or related field
• 5+ years of experience in a quote-carrying position within Sales, Channel Development, or Audit Firm relationships for a SaaS company
• Proven experience in driving sales opportunities from lead generation to closure, effectively negotiating agreements, and building long-lasting partnerships
• Experience developing and delivering sales enablement programs for partners
• Demonstrated the ability to create and own a business strategy that will both enable and expand a Partnership network
• Excellent business communication, organizational, and project management skills
• Professional presence with the ability to build strong relationships with external contacts
• Ability to create structure in ambiguous situations and design effective task management strategies
• Self-driven mindset with an ability to manage multiple projects and priorities effectively
• Ability to travel up to 40% of the time

Desirable

• Reporting to the Senior Director of Alliances, the Strategic Alliances Manager will be responsible for identifying and recruiting new partners and nurture ongoing relationships with key strategic partners in the Audit/Advisory and ERP Ecosystems to drive increased revenue
• Other activities will include cross functional collaboration with the sales, sales operations, and marketing organizations to execute against our channel partner strategy. The Delinea network of strategic alliances includes audit partners, value added resellers, and systems integrators
• Collaborate with the sales teams and partners to develop and implement sales plans that drive increased revenue for Delinea and our partners
• Identify, initiate, and hunt for new partner lead opportunities in the Audit/Advisory and ERP Ecosystems through outbound activity in assigned region
• Identify, prospect, build, and expand partner relationships in assigned region
• Develop excellent relationships with new and existing partners throughout their organizations to generate pipeline and grow revenue (New ARR), to achieve annual quota target
• Collaborate with Delinea internal team members (GTM, Sales, Services, Operations, and Marketing) and external partners to create a joint strategy, manage co-selling initiatives, marketing and sales enablement programs
• Manage key partner GTM processes that develop mutual performance objectives, financial targets, and critical milestones associated with a productive channel partner relationship
• Track KPIs that measure channel performance and operational efficiency. Report to senior management on key monthly and quarterly sales metrics

• Upon conditional offer of employment, candidates are required to complete comprehensive 7-year criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed