Senior Channel Account Manager - Mid Atlantic

About Delinea:

Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real-time.

With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on , Linked In, X, and You Tube.

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.

As a Channel Account Manager, you will play a key role on the Delinea Global Channels & Alliances team.
Based in the Mid Atlantic region, 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.

• 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.

• 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…