What are the responsibilities and job description for the Senior Channel Account Manager - TOLA position at Delinea Inc.?
About Delinea:
Delinea is a pioneer in securing identities through centralized authorization, making organizations more secure by seamlessly governing their interactions across the modern enterprise. Delinea allows organizations to apply context and intelligence throughout the identity lifecycle across cloud and traditional infrastructure, data, and SaaS applications to eliminate identity-related threats. With intelligent authorization, Delinea provides the only platform that enables you to discover all identities, assign appropriate access levels, detect irregularities, and immediately respond to identity threats in real-time. Delinea accelerates your teams’ adoption by deploying in weeks, not months, and makes them more productive by requiring 90% fewer resources to manage than the nearest competitor. With a guaranteed 99.99% uptime, the Delinea Platform is the most reliable identity security solution available. Learn more about Delinea on Delinea.com, LinkedIn, X, and YouTube.
Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you're ready to push boundaries and challenge the status quo in security, we want to hear from you.
Apply today to help us achieve our mission.
Sr. Channel Account Manager Summary:
As a Sr. 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. Ideally based in Dallas, Austin, or Denver, you will serve as a main point of contact to regional partners and will work daily with the Delinea teams and the Partnership stakeholders.
What You’ll Do:
Develop and nurture relationships with resellers, distributors, Systems Integrators (SIs) and/or Independent Software Vendors (ISVs) 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 which ensures long- term business opportunities for the company.
Promote 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.
Establish and maintain account plans to promote sales growth.
Achieve assigned quota for company products, services and software.
Transactional and relationship selling within, and influencing, a team of selling professionals; physically visiting partner customers at their offices.
Create, fill-in and manage 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 You’ll Bring:
5-7 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 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.
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 mindset – 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.
Ability to travel up to 20% as required with in accordance with safe guidelines.
Bonus if you Have:
Bachelor's degree in Business, Science, Technology, Engineering, Math, or an additional 5 years of equivalent experience.
Delinea Culture & Benefits:
Why work at Delinea?
· We’re passionate problem-solvers doing our part to make the world a safer place.
· We invest in people who are smart, self-motivated, and collaborative.
· What we offer in return is meaningful work, a culture of innovation and great career progression!
At Delinea, our core values are STRONG—Spirited – Trust – Respect – Ownership – Nimble – Global – and guide our behaviors and success. We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie.
We take care of our employees. We offer competitive salaries, a meaningful equity and bonus program, and excellent benefits, including a full suite of medical, dental, and vision insurance, as well as 401(k) matching, ROTH, comprehensive life insurance, short-term and long-term disability insurance, an employee assistance program, generous discretionary time off (DTO), and 12 paid holidays. We support all families with 12 weeks of paid leave for new birth, adoption, surrogacy, or foster-to-adopt primary caregivers. Secondary caregivers are offered 6 weeks of paid leave.
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.
Upon conditional offer of employment, candidates are required to complete comprehensive 7-year criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.
