Senior Strategic Alliance 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. Senior Strategic Alliance Manager Summary: Delinea is rapidly growing its Alliances partnerships through a scaled approach of strategic go-to-market initiatives and partner development of target MSSP/VARS/System Integrators/OEMs furthering Delinea’s exposure in the Enterprise market. The position involves the recruitment and on-boarding of current and new Delinea, System integrators specifically those with a competitive practice in the IAM and PAM space. Main tasks will include identifying personal and C Level contacts, recruiting new partners, organizing co-selling opportunities, partner training, and proactively driving revenues to ensure organizational profitability. Reporting to the VP of Strategic Alliances, the ideal candidate will have a System Integrator sales background that enables them to engage at the C level, as well as with key channel, technical, and field sales personnel, coupled with a proven history exceeding revenue goals by developing and executing against strategic partnerships deliverables. The Strategic Alliances Manager will recruit and manage partnership sales and create joint selling campaigns with your assigned partners that will lead to new revenue opportunities for Delinea. You will partner with regionally focused sales leaders to drive partner engagement that sources customer revenue wins and adoption of your partner’s security services. What You'll Do: Create new partnership and sales opportunities for Delinea products in the region. Own revenue outcomes from your assigned territory partners and new partnerships. Deliver KPIs and success metrics aligned to your territory. Develop and execute annual business plans with your assigned partners. Engage your assigned territory to establish new and grow existing System Integrator agreements and related revenues, and drive sales, co-selling, field alignment, and demand generation with these partners to leverage these agreements to drive new revenue opportunities for Delinea. Establish relationships with the key partnership personnel to ensure that we build a seamless and effective sales process through the partner and Delinea. Engage your partner sales organizations and partner ecosystems to create and drive revenue opportunities for Delinea. Develop and run executive level quarterly business reviews. Execute comprehensive joint account engagement plan and tracking mechanism. Maintain and report an accurate sales forecast. Prepare and give internal business reviews to the senior management team. What You'll Bring: Self-starter and team player mindset Proven experience in System Integrator partnerships Strong prospecting skills with a Hunter/start-up mentality and a proven ability to win new partnerships. Experience working in a fast-paced environment Strong presentation, program management and negotiation skills A high level of competence in presenting technology solutions to senior management teams resulting in bone-fide commercial opportunities. Experience selling enterprise solutions with a focus on security, software and software-as-a-service (SaaS) solutions highly preferred. Familiarity with SI, MSSP and Partner operating models Experience creating and driving to success sales campaigns that deliver revenue through partnerships. 7 years in Global Alliance, Systems Integrator, and/or partner sales, creating and executing partner business plans that deliver forecastable revenue results. Ability to travel 30-50% of the time. Bonus if you Have: Strong understanding of Privileged Access Management 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. Delinea is the leading provider of privileged access management (PAM) solutions for seamless security. Backed by TPG Capital, Delinea was formed in April 2021 through the merger of established PAM leaders Centrify and Thycotic to create the most extensive platform in the identity security market. For small businesses and global enterprises alike, Delinea delivers the digital freedom that everyone deserves by seamlessly defining the boundaries of access. As organizations continue their digital transformations, they are faced with increasingly sophisticated environments and more challenging requirements for securing an expanded threatscape. Legacy PAM solutions are not designed for today’s hybrid environments, are too complex, and cannot solve current privilege management challenges. Our mission is to provide security that’s invisible to the user, while simultaneously providing IT and security teams with the control they require. Delinea’s solutions grant access to an organization’s most critical data, devices, code, and cloud infrastructure using a centralized dashboard. Users get access when and where they need it, for as long as needed to complete the task. With Delinea, privileged access is more accessible.