Delinea is hiring a Global Head of MSP Partner Program to build, launch, and scale a world-class partner program tailored for Managed Service Providers (MSPs). You will be responsible for the end-to-end development of the MSP program, from strategy and value proposition to operational execution and global partner engagement.
What You'll Do
- Design and launch a comprehensive global MSP partner program, including tiering, benefits, enablement, incentives, and support structures.
- Define and articulate a compelling MSP value proposition aligned with company growth objectives.
- Establish programmatic models for onboarding, co-selling, billing integration, support escalation, and joint customer success.
- Identify and recruit high-potential MSPs globally, with a focus on scalable, strategic partnerships.
- Develop partner segmentation and targeting strategy by region, size, vertical, or service capability.
- Establish a consistent pipeline generation and sales motion with MSP partners.
- Define and oversee KPIs to measure MSP partner performance, program adoption, and revenue impact.
- Collaborate with finance, legal, and operations to implement deal registration, partner pricing, SLAs, and contractual frameworks tailored to MSPs.
- Coordinate internally to ensure MSPs receive appropriate enablement, technical training, and go-to-market support.
- Act as the internal champion for the MSP channel, collaborating closely with Product, Sales, Marketing, and Customer Success to align priorities and deliverables.
- Provide thought leadership on emerging trends in the MSP space, evolving partner business models, and customer buying behavior.
- Present program progress and metrics to senior leadership and executive stakeholders.
What We're Looking For
- 10+ years in partner/channel leadership roles.
- At least 3–5 years specifically focused on MSP or recurring revenue-based partner models.
- Proven experience building partner programs from the ground up—including designing structure, governance, and go-to-market strategies.
- Strong understanding of the MSP business model, including service delivery, pricing, customer acquisition, and operations.
- Track record of building global partner ecosystems and driving material revenue impact through indirect channels.
- Excellent cross-functional collaboration, stakeholder management, and executive communication skills.
Nice to Have
- Experience with PRM, CRM, partner marketplaces, and co-sell platforms.
- Experience in cybersecurity, SaaS, cloud infrastructure, or IT services.
- Ability to balance strategic planning with hands-on execution.
- Entrepreneurial mindset with a strong bias for action.
- Comfortable working in a high-growth, matrixed, global organization.
Team & Environment
This is a key leadership position within the Channel & Alliances organization.
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.
Work Mode
This is a global role.
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.
