Channel Partner Operations Manager

Job description

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. 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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. Summary: The Channel Partner Operations Manager will be responsible for developing and managing the internal processes, policies, and tools that enable our partner-facing teams to efficiently and effectively go to market. This includes partnering with partner business experience leaders to continuously improve our Partner Relationship Management (PRM) platform and building the operational scaffolding to support the business at scale. The Partner Operations Manager will lead the engagement with other stakeholders to ensure consistency across all partner-facing tools, messaging and assets, including the development of partner business metrics and reporting. You’ll be looked upon to provide insights and business process recommendations for partner programs, partner sales policies, scorecards, metrics, and systemic improvements to strengthen how we interact, communicate, and drive success through our partners. In this pivotal role, you will also be responsible for analysis supporting deal and account management as well as compensation modeling, across Delinea’s partner sales organization. Working closely with the Director of Partner Operations and other global stakeholders, you will actively contribute to the execution of vital cross-functional programs propelling the next phase of our growth strategy. The job entails being a pivotal figure in the channel partner organization at Delinea, focusing on enhancing processes, operational efficiency, and generating insightful sales reports. You'll contribute to developing scalable processes, fostering operational excellence, and crafting innovative ideas for process enhancement to drive revenue generation. Effective communication skills are essential for influencing change both locally and globally. As a Channel Partner Operations Manager, your aim is to deliver top-notch support to the sales team by ensuring that processes, systems, and reporting structures are adaptable to the company's expansion. The role involves building a robust infrastructure, driving proactive changes, and offering valuable insights to support company growth. Using data analysis and Go-To-Market tools, you'll derive actionable insights to enhance sales processes, particularly in the top and middle of the sales funnel through training and reporting. You will be a key member of our fast-growing and high-performing partner team focused on driving the success of our partner ecosystem and expanding the footprint of partners globally. You will have the opportunity to build and execute programs and policies that truly make a difference. You will be joining Delinea as a key member of the Partner Operations team and will work closely with Delinea’s partner organization, sales teams, legal, product, and marketing in order to drive operational excellence within the partner program. You will report to the Director of Channel Operations, rolling up to the VP of Go to Market Operations. What You’ll Do: - Support sales operations, strategy, and process improvement initiatives for the channel (with a Global mindset) - Develop and execute sales process methodologies that will maximize productivity - Point of contact for channel teams for all sales productivity, forecasting and opportunity management related requests - Work with cross-functional teams during the successful completion of project deliverables - Analyze large data sets to identify trends and insights to aid in decision-making - Help build scalable channel business processes, increase operational efficiencies and develop insight reporting focused on sales productivity & compensation - Manage and improve ongoing channel promotions, territory planning, quota assignments to ensure sales team have their compensation plans set up properly - Maintain relationships with colleagues across the organization and across geographies - Create and maintain documentation to boost knowledge sharing and enablement across the organization - Perform systems and data investigations and validations to ensure data quality - Global Partner Success and Health - Behind the scenes, you’re ensuring that our partner-facing teams have everything they need to be successful, working alongside several internal teams to ensure that we have the right automations and processes in place, tools, documentation, policies, and communications to recruit, engage and motivate our partner community. - Partner Performance Reporting - You will implement the necessary data structure and reporting to support the tracking and measurements of success for channel partnerships. These include ARR, partner adoption, enablement, and engagement. What You’ll Bring: - Self-starter mindset to thrive in an environment where initiative is rewarded and where you can work independently under little supervision, with excellent organizational and time-management skills supporting the ability to prioritize and manage multiple projects simultaneously. - Partner Operations - You have experience driving success strategies for a growing partner program with a background in partner operations, channel marketing or relevant experience within Revenue Operations in the technology Industry. You live a customer-centric mindset – known for supporting and enabling both partners and internal selling teams. You have the experience and confidence to identify areas for strategic improvements, advocate for them internally, implement them, and evolve them. - The Ability to Build and Evolve - the Partner Program is still evolving at Delinea. We need a proactive, independent thinker with high energy and positive attitude. You’ll bring a flexible and pragmatic mindset and the ability to think quickly on your feet, with little supervision at times, and adaptability to a fast-paced changing environment. Strong sense of ownership, accountability and advocacy, with a desire to grow the Delinea Partner ecosystem - Structured and Organized Approach - You’re detail-oriented, organized, and can manage multiple projects and deliverables simultaneously with minimal oversight. Aligning and improving internal processes, documenting new workflows, owning and maintaining our PRM, as well as engaging cross functional teams for process and program management are all activities that you’re comfortable managing - Strong Understanding of Salesforce required - You have experience working with Salesforce and have a strong understanding of its core functionalities around data management, reporting, and large- and small-scale updates. You are a quick learner when it comes to using new tools and are resourceful when it comes to discovering nuances and functionalities within the tool. Experience with various design, documentation and project management tools such as Asana, Confluence or Seismic is also an asset. - A Good Human Being - you act with integrity, kindness and respect, always. You’re confident enough to challenge the norms and suggest meaningful changes, but humble enough to be part of a strong culture. You lead by example and are passionate about learning new skills & maintaining current skills. You have a proven ability to build cross-functional relationships with other teams. Bonus if you have: - ·Experience working with PRM solutions, especially Impartner or Channel Scaler. 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.