Channel Sales Account Manager at Delinea

Delinea is a leading provider of privileged access management (PAM) solutions for the modern, hybrid enterprise. We make privileged access more accessible by eliminating complexity and defining the boundaries of access to reduce risk, ensure compliance, and simplify security. Delinea empowers thousands of customers worldwide, including over half the Fortune 100. Our customers include the world’s largest financial institutions, intelligence agencies, and critical infrastructure companies.

As organizations continue their digital transformations, they are faced with increasingly sophisticated environments and more challenging requirements for securing an expanded threatscape. Legacy PAM solutions are not designed for today’s hybrid environments, are too complex, and cannot solve current privilege management challenges. Our mission is to provide security that’s invisible to the user, while simultaneously providing IT and security teams with the control they require. Delinea’s solutions grant access to an organization’s most critical data, devices, code, and cloud infrastructure using a centralized dashboard. Users get access when and where they need it, for as long as needed to complete the task. With Delinea, privileged access is more accessible.

Position Summary

As a Channel Account Manager, you will play a key role on the Delinea Global Channels & Alliances team. This role is designed to develop and nurture a strategic/mutually beneficial relationship with the partner or with a targeted set of regional partners ranging from resellers, distributors to Systems Integrators (SIs) and technology partners to drive revenue with joint sales efforts. Coordinates all company activities with the partner, including education, marketing, executive briefings, business planning and client engagements.

Key Responsibilities

As a Channel Account  Manager you will serve as a main point of contact to regional partners and will work daily with the Delinea teams and the Partnership stakeholders. You will:

• Develops and nurtures a strategic/mutually beneficial relationship with the partner or with a targeted set of resellers, distributors, Systems Integrators (SIs) and/or Independent Software Vendors (ISVs) and their ecosystem partners to drive additional revenue with joint sales efforts
• Coordinates all company activities with the partner, including education, marketing, executive briefings, business planning and client engagements.
• Actively engages company resources and senior executives to build strategic relationships with the partner which ensures long- term business opportunities for company.
• Promotes company offerings to become a key part of the partner's business and solutions; May be brought by partner to sell company brand to end-customers.
• Establishes and maintains account plans to promote sales growth.
• Achieves assigned quota for company products, services and software.
• Transactional and relationship selling within, and influencing, a team of selling professionals; physically visits partner customers at their offices.
• Creates, fills-in and manages company funnel for deals with partners and transforms potential leads into joint sales activities.
• Provides the business rationale and risk assessment for making company investments in the partner.
• Recruit and develop business relationships with new partners

Desired Background:

• 5-7 years of channel account management experience in the software industry.
• Experience developing strategic plans with the partner to grow the business.
• Partners effectively with others in the account to ensure coordinated efficient account management.
• Thorough understanding of pipeline management discipline and ability to explain benefits to partners/other sales teams members.
• Exercises independent judgment methods, techniques, and evaluation criteria for obtaining results
• Excellent communication skills: you are articulate, straightforward, thoughtful, and consistent
• 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 – you’re at your 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. 
• Able to travel up to 20% as required with in accordance with safe guidelines.

Preferred Qualifications:

• Bachelor's degree in Business, Science, Technology, Engineering, Math, or an additional 5 years of equivalent experience.