Apply on Employer Site

Delinea · 4 months ago

Senior Channel Account Manager - Mid Atlantic

United States

Full-time

Remote

Senior Level, Lead/Staff

10+ years exp

Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization. The Senior Channel Account Manager will develop and nurture strategic relationships with partners to drive revenue through joint sales efforts and coordinate various company activities with these partners.

Cloud SecurityComplianceCyber SecurityIdentity ManagementInformation TechnologyIT ManagementSecuritySoftware

H1B Sponsor Likely

Responsibilities

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

Qualification

Channel account managementStrategic planningPipeline managementAnalytical problem-solvingPresentation skillsBusiness acumenCommunication skillsRelationship buildingTeam player

Required

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 project teams

A team player – you're at your best in a closely collaborative environment

Ability to maintain multiple deadlines, with various stakeholders while delivering consistent results

Strong business acumen with a demonstrated track record of driving results

Able to travel up to 50% as required with in accordance with safe guidelines

Preferred

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

Benefits

Healthcare insurance

Pension/retirement matching

Comprehensive life insurance

Employee assistance program

Time off plans

Paid company holidays

Company

Delinea

Glassdoor3.7

Delinea is a provider of privileged access management (PAM) solutions for seamless security

Founded in 2021

Redwood City, California, USA

1001-5000 employees

https://delinea.com

H1B Sponsorship

Delinea has a track record of offering H1B sponsorships. Please note that this does not guarantee sponsorship for this specific role. Below presents additional info for your reference. (Data Powered by US Department of Labor)

Distribution of Different Job Fields Receiving Sponsorship

Represents job field similar to this job

Trends of Total Sponsorships

2025 (4)

2024 (8)

2022 (2)