Delinea is hiring a Federal Channel Account Manager to serve as the main point of contact for partners selling to the US Federal Government. You will develop strategic relationships with resellers, distributors, and Systems Integrators to drive revenue through joint sales efforts.
What You'll Do
- Develop and nurture strategic relationships with a targeted set of resellers, distributors, Systems Integrators, and their ecosystem partners.
- 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.
- Promote company offerings to become a key part of the partner's business and solutions.
- Establish and maintain account plans to promote sales growth.
- Achieve assigned quota for company products, services, and software.
- Conduct transactional and relationship selling within a team of selling professionals and physically visit partner customers.
- Create, fill-in, and manage the 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 We're Looking For
- 10+ years of channel account management experience with Public Sector accounts.
- Knowledge and ability to navigate Federal government procurement rules, processes, and compliance requirements.
- Energy, attitude, character, and self-motivation.
- 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.
- Ability to articulate Delinea’s solution and partner value proposition to partner executives and commercial teams.
- Independent judgment methods, techniques, and evaluation criteria for obtaining results.
- Excellent communication skills: articulate, straightforward, thoughtful, and consistent.
- Strong presentation skills with the ability to articulate complex concepts to cross-functional audiences.
- A natural inclination for building and fostering relationships with partners and internal teams.
- A team player mindset – 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 30% as required.
- English and local territory language proficiency.
Nice to Have
- Bachelor's degree in Business, Science, Technology, Engineering, Math, or an additional 5 years of equivalent experience.
Team & Environment
You will work daily with Delinea teams and Partnership stakeholders.
Benefits & Compensation
- Competitive salaries.
- Meaningful equity and bonus program.
- Full suite of medical, dental, and vision insurance.
- Pension/retirement matching.
- Comprehensive life insurance.
- Employee assistance program.
- Generous discretionary time off (DTO).
- Paid company holidays.
- Paid leave for new birth, adoption, surrogacy, or foster-to-adopt primary caregivers.
Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
