The Channel Account Manager is a channel professional and a key figure in our regional team. This role is accountable and responsible to take the regionally defined named partner strategy, build partner tailored value propositions and create detailed go-to-market plans that strengthen our value proposition to the marketplace while providing new revenue opportunities.
This role is instrumental to the success of a region. It translates the regional sales strategy utilizing Key Partners to sell more often and higher within Delinea generated opportunities, influence opportunity outcomes positively in collaboration with the sales team as well as create incremental, channel generated revenue via a set of Key Partners.
Partnerships build and develop in this position relate predominantly to Global System Integrators, large regional System Integrators, strategic Security Boutique Partners and Telcos, utilizing both a resale and MSP approach.
The candidate will be located in Spain, working from home with an expectation of up to 60% of travel within the region. The role will be reporting to the Regional Director, Iberia.
Build, develop and manage a Key partner base to reach specific channel generated revenue targets as well as overall revenue targets within assigned partner accounts
Take full ownership of Key partners, building relationships within the account that span various departments, from C-Level to sales floor.
Involve the various Delinea counterparts to strengthen relationships
Translate regional objectives and strategies into KPIs and a detailed plan that supports both regional and partner specific goals, taking executive ownership.
Create and own GAP plans for region / for each Key Partner if required
Drive revenue generation and closure with the partner ecosystem. Be in full pipeline control, collaborate closely with regional sales teams to win
Support partner at end user meetings, either alone or in collaboration with sellers
Own complete partnership journey, from recruitment, on-boarding, business planning through to an active and committed partnership with regular enablement
Serve as the partnership and MSP advocate inside Delinea; evangelize partners and the opportunities they present by injecting partner DNA into Delinea sales
Develop an intimate knowledge of the ins and outs of the Delinea MSP Go-To-Market strategy as well as partner program. Utilize this to build repeat business and create tailored value propositions when engaging with partners
Represent both the voice of the Key partners to Delinea and the voice of Delinea to Key partners as required to resolve issues and attain revenue
Collaborate with Delinea’s marketing team to create quarterly activity plan for demand generation via Key Partnerships and assume responsibility for execution of agreed activities
Keep Salesforce.com up to date with accurate and regular opportunity updates, Alliance business planning information and meeting notes
Execute Demand gen plan exclusively build around DR’s
Emphesize the Enablement piece of Key partners
Skills and Requirements
A business leader who can influence and build strong relationships with decision makers across all levels of partner and prospect organizations.
Comfortable at C-Level as much as enjoying hands-on sales conversations with sellers and prospects
3+ years of experience in developing Strategic Alliance relationships. Existing relationships with GSIs, large SIs and Advisory partners is key
Proven experience of business development via partnerships, successfully implementing channel / field alliances strategy to drive increased sales
Successful track record in meeting and exceeding business development and partner growth goals as well as increasing opportunity value in collaboration with partners
Proven experience in building a strategic partnership network in region
Strong time management skills in dynamic and fast paced sales environment
Excellent communication skills : written and spoken
Excellent English and French language skills : written and spoken
Strong organizational and planning skills
Strong coordination skills : Must be able to work well with others as part of a team
Strong relationship building, listening and follow through abilities
Brings a positive attitude to the team with a focus on solving challenges to achieve the best result for all involved
Used to having an entrepreneurial’ mindset whilst being able to see the market opportunity, take the initiative and get things done
Understands how to successfully build and manage a channel pipeline and forecast accurately
Delinea offers competitive salaries packages. Delinea, Inc is an Equal Opportunity Employer and does not discriminate on the basis of age, disability, gender reassignment, marriage or civil partnership, pregnancy and maternity, race, religious belief, sex or any other characteristic protected by international laws.
Upon conditional offer of employment, candidates are required to complete a reference and criminal background check in line with local labour laws and as per the Company’s employment policy.
Why Work at Delinea?
We’re passionate problem-solvers doing our part to make the world a safer place.
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 !
We take care of our employees. We offer competitive salaries and excellent benefits.
Delinea offers competitive salaries and an excellent benefits package, including medical, dental, vision and life insurance.
We also provide an Employee Assistance Program, paid holidays, discretionary time off, flexible spending account, 401k, and more.
Delinea, Inc 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 a criminal background check and drug screen per employment policy.
In addition, all publicly posted social media sites may be reviewed.