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Innovation Endeavors

Internal Channel Account Executive



Sales & Business Development
United Kingdom · Remote
Posted on Wednesday, May 8, 2024

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.

Internal Channel Account Manager Summary:

As a internal Channel Account Manager you will serve as a point of contact for non focused regional partners and will work daily with the Delinea external sales teams and supporting Delinea business units functions to develop pipeline and manage the needs of the partner. A secondary function is to support the external Channel Manager on various partner management tasks.

What You’ll Do:

  • Develop where appropriate beneficial relationship with the partner and/or distributor

  • Ensure all partners are enrolled into Delinea’s partner program and deliver assistance in accessing the required resources

  • Coordinate & provide enablement/ training activities with the partner sales teams by utilizing the existing development tools within the partner portal and education online systems.

  • Coordinate the engagement of Delinea sales & SE team with our partners to enable and drive existing and new logo business for Delinea

  • Coordinate the engagement of Delinea marketing team with partners to enable and drive existing and new logo business for Delinea via events and campaigns where applicable

  • Regularly conduct lead generation activities with channel partners within assigned territory to grow channel sourced opportunity and revenue

  • Ensure partner details are up-to-date and exist within the Partner Portal and SFDC.

  • Act as a facilitator between partner and Delinea’s commercial or enterprise sales team.

  • Help co-ordinate pre sales engagement/ demos of Delinea’s solutions for existing & new clients.

  • Responsible for ensuring deal registrations are approved/rejected in line with program guidance

  • Grow Delinea channel deal registrations and revenue sourced within assigned territory

  • Build and manage a contact database of sales/pre-sales and key partner executives within Delinea’s contact management systems

  • Work with Delinea sales team to ensure sales transactions are swiftly flowed from partner to distribution to Delinea.

  • Arrange regular product briefing ( one to many style) with your respective partner community to drive awareness and education to various partner personas.· Achieve assigned quota for company products, services and software.

  • Recruit and develop business relationships with new partners

What You’ll Bring:

  • 1-3 years of experience within IT Sales.

  • Languages. A prerequisite is English and appropriate language/s for the region being hired to manage are as follows:
    - Central – Language required - German
    - South – Languages required - French and Italian (Spanish bonus)
    - META – Language required -Arabic (French bonus)
  • Experience in engaging with partners in a commercial role.

  • Ability to partner and communicate effectively with others in the account to ensure coordinated efficient account management.

  • Understanding of pipeline management discipline and ability to explain benefits to partners/other sales teams members.

  • Independent judgment methods, techniques, and evaluation criteria for obtaining results.

  • Excellent communication skills: you are articulate, straightforward, thoughtful, and consistent.

  • Strong attention to detail and administration discipline and cadence.

  • An ability to create relationship working in a remote or virtual way.

  • A team player mindset – you’re at your best in a closely collaborative environment.

  • Ability to work under pressure at certain times.

  • Some travel may be require from time to time.

  • Languages. A prerequisite is English and appropriate language/s for the region being hired to manage

Bonus if you Have:

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

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 full suite health and wellness plans (specific to individual country plans), generous discretionary time off (DTO), and paid holidays. We support all families with paid leave, specific to individual country plans, for new birth, adoption, surrogacy, or foster-to-adopt primary caregivers.

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.