Channel Account Manager, North Asia

Delinea Inc.

Job Overview

Location

Home Office (Singapore)

Job Type

Full-time

Full Job Description

📋 Description

• As a Channel Account Manager for North Asia, you will be at the forefront of Delinea's channel sales strategy, operating as a key member of the Global Channels & Alliances team. Your primary mission will be to significantly boost partner-led and partner-influenced revenue across Hong Kong, Taiwan, Japan, and Korea. This role demands a proactive and strategic approach, moving beyond traditional relationship management to become a true co-selling partner with our Field Sales teams.
• You will take direct ownership of the partner pipeline, meticulously managing deal execution from identification through to closure, and be accountable for achieving assigned revenue quotas. This involves not just managing existing relationships but also actively recruiting, onboarding, and enabling new partners to ensure they are equipped, engaged, and driven to deliver results.
• A core responsibility is to cultivate and nurture strategic, revenue-focused relationships with a diverse range of channel partners, including resellers, distributors, Systems Integrators (SIs), and OEM partners. This requires establishing and executing joint business and account plans that clearly define revenue targets, identify priority accounts, and outline effective sales plays.
• You will champion Delinea's cutting-edge identity security solutions, ensuring partners integrate them seamlessly into their go-to-market strategies and service portfolios. This involves identifying capability gaps within partner organizations and driving targeted enablement programs directly linked to active deals and priority sales motions, empowering them to confidently and effectively sell to end customers.
• The role necessitates a deep understanding of the North Asia market dynamics, including its unique partner ecosystems and customer buying behaviors. You will align partner coverage strategically with regional territories, customer segments, and vertical opportunities to maximize market penetration and revenue growth.
• Collaboration is key. You will serve as the primary channel interface to Field Sales, ensuring absolute clarity on roles, deal ownership, and established rules of engagement. This involves coordinating internal resources from Sales Engineering, Marketing, Product, and Leadership teams to accelerate deal execution and shorten sales cycles.
• You will be responsible for maintaining the integrity of our CRM data, generating accurate pipeline reports, and tracking key partner performance metrics. Regular, insightful updates on pipeline health, forecast risks, partner performance, and any deal blockers will be crucial for strategic decision-making.
• This position requires active participation in partner-led sales calls, customer meetings, and deal reviews, which may include face-to-face engagements. You will manage and maintain a healthy, predictable partner pipeline, ensuring strong deal hygiene, timely updates, and accurate forecasting to drive consistent revenue generation.
• You will be instrumental in driving joint sales execution, contributing to opportunity qualification, developing deal strategies, and creating comprehensive account plans in close collaboration with Field Sales. Your ability to influence without authority and hold partners accountable for sales outcomes will be critical to success.
• The role also involves working closely with distributors to enhance partner productivity, accelerate deal velocity, and improve pipeline conversion rates. By providing clear business rationale and ROI justification for investments in partners, such as enablement programs and marketing development funds (MDF), you will ensure strategic resource allocation.
• Ultimately, you will be a vital contributor to Delinea's mission of securing human and machine identities for organizations worldwide, driving significant revenue growth through a robust and high-performing channel ecosystem in North Asia.

🎯 Requirements

• 8+ years of experience in channel account management or indirect sales within the software industry, preferably in cybersecurity.
• Proven track record of consistently achieving or exceeding channel revenue and pipeline targets.
• Strong experience in co-selling with direct sales teams and driving complex B2B deals to closure through channel partners.
• Demonstrated ability to build, manage, and forecast a partner pipeline with high discipline and accuracy.
• Fluent in English and Chinese; fluency in Japanese and/or Korean is a strong plus.

🏖️ Benefits

• Competitive salary and a meaningful bonus program.
• Comprehensive healthcare insurance.
• Pension/retirement matching program.
• Comprehensive life insurance.
• Employee Assistance Program (EAP).
• Generous time off plans and paid company holidays.

Skills & Technologies

Onsite

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Delinea Inc.

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About Delinea Inc.

Delinea Inc. provides privileged access management software that secures identities, credentials, and secrets for enterprises. Its cloud-native platform unifies password vaulting, remote access, least-privilege elevation, secrets management for DevOps, and continuous monitoring. Designed to replace legacy PAM tools, the solutions enforce zero-trust principles, automate compliance reporting, and integrate with existing identity and security stacks. Customers span financial services, healthcare, government, and technology sectors seeking to reduce attack surfaces across hybrid and multi-cloud environments.

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