Senior Channels Sales 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. As a Channel Account Manager, you will be a front-line channel sales manager within the Delinea Global Channels & Alliances team. Reporting to the APAC Channel Director, this role is responsible for driving partner-led and partner-influenced revenue across Australia and New Zealand by working directly with channel partners to source, progress, and close sales opportunities. This role goes beyond relationship management. You will operate as a co-selling partner to Field Sales, owning partner pipeline, deal execution, and quota attainment while ensuring partners are enabled, engaged, and accountable for results. What You’ll Do Channel Sales Execution & Revenue Ownership - Own and deliver an assigned channel revenue quota, including partner-sourced and partner-influenced pipeline, bookings, and forecast accuracy. - Work directly with partners to identify, qualify, and progress opportunities from early-stage pipeline through deal closure. - Drive joint sales execution, including opportunity qualification, deal strategy, account planning, and close plans in collaboration with Field Sales. - Actively participate in partner-led sales calls, customer meetings, and deal reviews, including face-to-face engagements with partners and end customers. - Manage and maintain a healthy, predictable partner pipeline, ensuring strong deal hygiene, timely updates, and accurate forecasting. Partner Management & Enablement (Sales-Driven) - Develop and nurture strategic, revenue-focused relationships with resellers, distributors, Systems Integrators (SIs), and OEM partners. - Establish and execute joint business and account plans with partners that clearly define revenue targets, priority accounts, and sales plays. - Promote Delinea solutions as a core part of the partner’s go-to-market and services portfolio, enabling partners to confidently sell to end customers. - Identify capability gaps and drive targeted enablement tied directly to active deals and priority sales motions. - Provide clear business rationale and ROI justification for investments in partners (enablement, MDF, executive engagement). Ecosystem Growth & Coverage - Recruit, onboard, and activate new revenue-capable partners aligned to regional and segment growth priorities. - Work closely with distributors to drive partner productivity, deal velocity, and pipeline conversion. - Align partner coverage to territories, customer segments, and vertical opportunities across Australia and New Zealand Internal Alignment & Reporting - Serve as the primary channel interface to Field Sales, ensuring clarity on roles, deal ownership, and rules of engagement. - Coordinate internal resources (Sales Engineering, Marketing, Product, Leadership) to accelerate deal execution and close cycles. - Maintain accurate CRM data, pipeline reports, and partner performance metrics. - Provide regular updates on pipeline health, forecast risk, partner performance, and deal blockers. What You’ll Bring Sales & Channel Experience - 8+ years of experience in channel account management or indirect sales within the software industry, ideally in cybersecurity. - Proven track record of achieving or exceeding channel revenue and pipeline targets. - Strong experience co-selling with direct sales teams and driving deals to closure through partners. - Demonstrated ability to build, manage, and forecast a partner pipeline with discipline and accuracy. Commercial & Execution Skills - Strong sales acumen, including opportunity qualification, deal progression, and closing complex B2B opportunities. - Ability to influence without authority and hold partners accountable for sales outcomes. - Excellent business judgment and prioritization skills in a fast-paced, multi-country environment. - Comfortable engaging at both executive and field levels with partners and customers. Communication & Collaboration - Clear, confident communicator with strong presentation and negotiation skills. - Able to articulate complex technical and commercial concepts to partners and customers. - Highly collaborative, with the ability to work cross-functionally while maintaining ownership and urgency. Regional & Language Requirements - Strong understanding of the Australia and New Zealand markets dynamics, partner ecosystems, and buying behaviors. 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.