Delinea is looking for a Senior Channel Account Manager - West to develop and nurture strategic relationships with partners in the region. You will drive revenue through joint sales efforts and coordinate all company activities with partners, including education, marketing, and business planning.
What You'll Do
- Develop and nurture strategic relationships with partners including resellers, distributors, Systems Integrators (SIs), and Independent Software Vendors (ISVs).
- 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, visiting partner customers at their offices.
- Create, fill-in, and manage company funnel for deals with partners.
- Provide 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
- Minimum 10 years of channel account management experience in the software industry.
- Experience developing strategic plans with partners to grow the business.
- Partners effectively with others in the account to ensure coordinated efficient account management.
- Thorough understanding of pipeline management discipline.
- Excellent communication skills.
- Strong presentation skills with the ability to articulate complex concepts to cross-functional audiences.
- Strong attention to detail, with strong analytical problem-solving ability.
- A natural inclination for building and fostering relationships with clients and project teams.
- A team player comfortable in a closely collaborative environment.
- Ability to maintain multiple deadlines with various stakeholders.
- Strong business acumen with a demonstrated track record of driving results.
- Able to travel up to 50% as required.
Nice to Have
- Bachelor's degree in Business, Science, Technology, Engineering, Math, or an additional 5 years of equivalent experience.
Team & Environment
Part of the Delinea Global Channels & Alliances team.
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 in the West region.
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.
