Inside Channel Account Manager

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 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.

Inside Channel Account Manager Summary:

As a inside Channel Account Manager you will serve as a point of contact for non focused regional partners and will work daily with the Delinea external sales teams and supporting Delinea business units functions to develop pipeline and manage the needs of the partner. A secondary function is to support the external Channel Manager on various partner management tasks.

What You’ll Do:

• Develop where appropriate beneficial relationship with the partner and/or distributor

• Ensure all partners are enrolled into Delinea’s partner program and deliver assistance in accessing the required resources

• Coordinate & provide enablement/ training activities with the partner sales teams by utilizing the existing development tools within the partner portal and education online systems.

• Coordinate the engagement of Delinea sales & SE team with our partners to enable and drive existing and new logo business for Delinea

• Coordinate the engagement of Delinea marketing team with partners to enable and drive existing and new logo business for Delinea via events and campaigns where applicable

• Regularly conduct lead generation activities with channel partners within assigned territory to grow channel sourced opportunity and revenue

• Ensure partner details are up-to-date and exist within the Partner Portal and SFDC.

• Act as a facilitator between partner and Delinea’s commercial or enterprise sales team.

• Help co-ordinate pre sales engagement/ demos of Delinea’s solutions for existing & new clients.

• Responsible for ensuring deal registrations are approved/rejected in line with program guidance

• Grow Delinea channel deal registrations and revenue sourced within assigned territory

• Build and manage a contact database of sales/pre-sales and key partner executives within Delinea’s contact management systems

• Work with Delinea sales team to ensure sales transactions are swiftly flowed from partner to distribution to Delinea.

• Arrange regular product briefing ( one to many style) with your respective partner community to drive awareness and education to various partner personas.· Achieve assigned quota for company products, services and software.

• Recruit and develop business relationships with new partners

What You’ll Bring:

• 1+ years of experience within IT Sales.

• Experience in engaging with partners in a commercial role.

• Ability to partner and communicate effectively with others in the account to ensure coordinated efficient account management.

• 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 attention to detail and administration discipline and cadence.

• An ability to create relationships working in a remote or virtual way.

• A team player mindset – you’re at your best in a closely collaborative environment.

• Ability to work under pressure at certain times.

• Some travel may be required from time to time.

Bonus if you Have:

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

Why work at Delinea?

• We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities.

• 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 and guide our behaviors and success:

• Spirited - We bring energy and passion to everything we do

• Trust - We act with integrity and deliver on our commitments

• Respect - We listen, value different perspectives, and work as one team

• Ownership - We take initiative and follow through

• Nimble - We adapt quickly in a fast-changing environment

• Global - We embrace diverse people and ideas to drive better outcomes

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 bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays.

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 criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.