Delinea is looking for a Senior Channel Account Manager to join our team, focusing on the New England or Mid Atlantic region. In this role, you will develop and nurture strategic relationships with our partner network to drive revenue growth. You’ll be the primary coordinator of all Delinea activities with your partners, from education and marketing to executive briefings and joint client engagements.
What You'll Do
- Develop and nurture strategic, mutually beneficial relationships with partners, including resellers, distributors, SIs, ISVs, and their ecosystem partners to drive additional revenue.
- 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 partners, ensuring long-term business opportunities.
- Promote Delinea offerings to become a key part of the partner's business and solutions.
- Establish and maintain account plans to promote sales growth.
- Achieve your assigned quota for Delinea products, services, and software.
- Conduct transactional and relationship selling within and influencing a team of selling professionals; physically visit partner customers at their offices.
- 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 partners.
- Recruit and develop business relationships with new partners.
What We're Looking For
- A minimum of 10 years of channel account management experience in the software industry.
- Experience developing strategic plans with partners to grow the business.
- Ability to partner effectively with others to ensure coordinated, efficient account management.
- Thorough understanding of pipeline management discipline and the ability to explain its benefits.
- Exercises independent judgment in selecting methods, techniques, and evaluation criteria for obtaining results.
- Excellent, articulate, straightforward, thoughtful, and consistent communication skills.
- Strong presentation skills with the ability to articulate complex concepts to cross-functional audiences.
- Strong attention to detail and analytical problem-solving ability.
- A natural inclination for building and fostering relationships with clients and project teams.
- A team player who thrives in a closely collaborative environment.
- Ability to manage multiple deadlines with various stakeholders while delivering consistent results.
- Strong business acumen and a demonstrated track record of driving results.
- Able to travel up to 50% as required.
Nice to Have
- A Bachelor's degree in Business, Science, Technology, Engineering, or Math.
- An additional 5 years of equivalent experience in lieu of a degree.
Team & Environment
You will be part of the Delinea Global Channels & Alliances team, working in a collaborative environment to expand our market reach.
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 role is based locally within the New England or Mid Atlantic region, requiring in-person engagement with partners and travel throughout the territory.
Delinea is an Equal Opportunity and Affirmative Action employer. We prohibit discrimination and harassment based on race, color, religion, age, sex, national origin, disability, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other protected characteristic.
