Regional Director of Channel and Alliances - APAC

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.

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. delinea.com

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

This role carries direct accountability for channel-sourced and channel-influenced revenue across APAC, including pipeline creation, deal progression, forecast accuracy and partner-driven sales execution. The Regional Channel Director is expected to operate as a senior commercial leader, working shoulder-to-shoulder with Field Sales to drive predictable revenue outcomes through partners, alliances and routes to market

As the organization’s senior-most leader, the SVP, Global Channel & Alliances is accountable for the overall organization performance, the profitable achievement of the channel and alliances organization's goals, and for aligning their objectives with Delinea’s business strategy.

This is a revenue-critical leadership role, requiring a balance of ecosystem strategy and hands-on sales execution to deliver sustained channel-driven growth

Key Responsibilities

• Accountable for designing and managing an effective APAC channel ecosystem, including proper job alignment, channel design, alliance design and resource deployment.

• Align the channel and alliances organization objectives with Delinea’s business strategy through active participation in corporate strategic planning, global channel & alliances strategy development, forecasting, resource planning, and budgeting

• Provide leadership to the channel and alliances management team, while fostering a culture of accountability, professional development, high-performance, and ethical behavior.

• Drive partner sales execution rigorous, including joint account planning, opportunity qualification, deal strategy, co-selling motions and closing discipline with Field Sales.

• Establish and enforce channel sales operating cadence, including pipeline reviews, forecast calls, QBRs and performance management with partners and internal sales leadership.

• Actively engage in strategic and high-value deals, providing deal coaching, commercial guidance and executive alignment to accelerate close velocity and win rates.

• Define and optimise partner coverage models to ensure the right partners are aligned to the right segments, territories and customer profiles to maximise sales productivity.

• Translate corporate revenue goals into executable partner sales plans, including clear target, incentives, enablement priorities and partner-level scorecards

• Drive the strategy and direction of effective metrics for the organization

• Ensure tight alignment with the APAC Field Sales organization to drive joint pipeline creation, deal execution and revenue attainment through partners

• Oversee the delivery of scalable enablement tools, events and for Delinea’s channel and alliances ecosystem

• Partner with the field sales organization and leaders to understand the strength of the existing partner presence, identify where partners require additional training, and where there is a requirement for new or additional partners

• Identify new routes to market to better extend the Delinea’s market presence

• Prepare quarterly assessments of the channel & alliances programs, and deliver this information to senior leadership

• Lead organizational change initiatives by continuously assessing the need for organizational change, championing change initiatives, and removing obstacles impeding constructive organizational change

• Establish and main executive-level relationships with key customers, prospects and strategic partners to directly support revenue growth and deal success

Skills and Requirements

• 10+ years of relevant experience within the channel & alliance ecosystem preferably experience within a SaaS environment, including oversight of a global organization

• 5+ years of experience building, managing, mentoring high performance teams

• Demonstrated strong sales acumen, including pipeline management, forecasting, deal qualification and closing complex enterprise and mid-market opportunities through partners.

• Proven ability to operate as a second-line sales leader, influencing and driving outcomes without direct line authority over Field Sales.

• Experience building and scaling repeatable channel sales motions, including co-sell, resale, marketplace and services-led plays.

• Strong commercial judgement, with the ability to prioritise partners, investments and routes to market based on revenue impact and ROI.

• Comfortable being measured on revenue, pipeline and partner productivity metrics, not just program or ecosystem health

• Experience managing partnerships programs, including developer partnerships, resell, cross-sell, and co-sell relationships

• Solid experience in designing, building, and executing the channel and alliance ecosystem

• Strong track record of exceeding channel and alliance pipeline generation and revenue targets

• Experience working with multiple sales teams driving and building the partner ecosystem.

• Ability to build relationships through indirect channels (GSI’s MSP,MSSP, Manufacturer market places, reseller, distributor, ).

• Excellent interpersonal, verbal, and written communication skills

• Dealmaker and strategic thinker with an ability to execute in an evolving, ambiguous, fast-paced environment

• Positive and energetic with a keen sense of urgency and results orientation

• Strong problem-solving skills

• Willing and able to travel up to 50%

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.