Strategic Alliances Manager

About Us:

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.

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.

Strategic Alliances Manager Position Summary:

Reporting to the Senior Director of Alliances, the Strategic Alliances Manager will be responsible for identifying and recruiting new partners and nurture ongoing relationships with key strategic partners in the Audit/Advisory and ERP Ecosystems to drive increased revenue. Other activities will include cross functional collaboration with the sales, sales operations, and marketing organizations to execute against our channel partner strategy. The Delinea network of strategic alliances includes audit partners, value added resellers, and systems integrators.

What You'll Do:

• Collaborate with the sales teams and partners to develop and implement sales plans that drive increased revenue for Delinea and our partners.
• Identify, initiate, and hunt for new partner lead opportunities in the Audit/Advisory and ERP Ecosystems through outbound activity in assigned region
• Identify, prospect, build, and expand partner relationships in assigned region
• Develop excellent relationships with new and existing partners throughout their organizations to generate pipeline and grow revenue (New ARR), to achieve annual quota target
• Collaborate with Delinea internal team members (GTM, Sales, Services, Operations, and Marketing) and external partners to create a joint strategy, manage co-selling initiatives, marketing and sales enablement programs
• Manage key partner GTM processes that develop mutual performance objectives, financial targets, and critical milestones associated with a productive channel partner relationship
• Track KPIs that measure channel performance and operational efficiency. Report to senior management on key monthly and quarterly sales metrics 
  
  
  

What You'll Bring:

• Bachelor’s Degree in Business, Marketing, or related field
• 5+ years of experience in a quote-carrying position within Sales, Channel Development, or Audit Firm relationships for a SaaS company
• Proven experience in driving sales opportunities from lead generation to closure, effectively negotiating agreements, and building long-lasting partnerships
• Experience developing and delivering sales enablement programs for partners
• Demonstrated the ability to create and own a business strategy that will both enable and expand a Partnership network
• Excellent business communication, organizational, and project management skills
• Professional presence with the ability to build strong relationships with external contacts
• Ability to create structure in ambiguous situations and design effective task management strategies
• Self-driven mindset with an ability to manage multiple projects and priorities effectively
• Ability to travel up to 40% of the time
  
  
  

Bonus if you Have:

• Alliance experience with large consulting companies
• ERP Ecosystems experience (Microsoft, NetSuite/Oracle, SAP, Workday, etc.)
• General Understanding of Risk/Sarbanes Oxley (SOX) and/or Cybersecurity
  
  
  

Delinea Culture & Benefits:

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!
  
  
  

At Delinea, our core values are STRONG—Spirited – Trust – Respect – Ownership – Nimble – Global – and guide our behaviors and success. 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 equity and bonus program, and excellent benefits, including a full suite of medical, dental, and vision insurance, as well as 401(k) matching, ROTH, comprehensive life insurance, short-term and long-term disability insurance, an employee assistance program, generous discretionary time off (DTO), and 12 paid holidays. We support all families with 12 weeks of paid leave for new birth, adoption, surrogacy, or foster-to-adopt primary caregivers. Secondary caregivers are offered 6 weeks of paid leave.

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 7-year criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.