Delinea · 4 months ago
Senior Channel Account Manager - Mid Atlantic
United States
Full-time
Remote
Senior Level, Lead/Staff
10+ years expDelinea is a pioneer in securing human and machine identities through intelligent, centralized authorization. As a Senior Channel Account Manager, you will develop and nurture strategic relationships with partners to drive revenue through joint sales efforts while coordinating company activities with the partner.
Cloud SecurityComplianceCyber SecurityIdentity ManagementInformation TechnologyIT ManagementSecuritySoftware
Responsibilities
Develop and nurture 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
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 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 maintains 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 visit 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
Qualification
Required
Minimum 10 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 50% as required with in accordance with safe guidelines
Preferred
Bachelor's degree in Business, Science, Technology, Engineering, Math, or an additional 5 years of equivalent experience
Benefits
Competitive salaries
A meaningful equity and bonus program
Excellent benefits, including a full suite of medical, dental, and vision insurance
Pension/retirement matching
Comprehensive life insurance
An employee assistance program
Generous discretionary time off (DTO)
Paid company holidays
Paid leave for new birth, adoption, surrogacy, or foster-to-adopt primary caregivers
Company
Delinea
Delinea is a provider of privileged access management (PAM) solutions for seamless security
1001-5000 employees
Funding
Current Stage
Late StageTotal Funding
unknown2021-03-02Private Equity
2021-03-02Acquired
Leadership Team
Art Gilliland
CEO
Shawn Brady
Vice President Sales, Americas
Recent News
LogisticsGulf
2025-12-22
2025-12-16
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