Channel Account Manager, North Asia

📋 Description

• • Own and deliver assigned channel revenue quota across North Asia, including partner-sourced and partner-influenced pipeline, bookings, and forecast accuracy.
• • Work directly with resellers, distributors, Systems Integrators (SIs), and OEM partners to identify, qualify, and progress sales opportunities from early-stage pipeline through deal closure.
• • Co-sell with Field Sales teams by participating in partner-led sales calls, customer meetings, and deal reviews, including face-to-face engagements with partners and end customers.
• • Manage and maintain a healthy, predictable partner pipeline with strong deal hygiene, timely CRM updates, and accurate forecasting.
• • Develop and nurture strategic, revenue-focused relationships with channel partners across Hong Kong, Taiwan, Japan, and Korea.
• • Establish and execute joint business and account plans with partners that define revenue targets, priority accounts, and sales plays.
• • Promote Delinea’s Identity Security Platform as a core component of partners’ go-to-market and services portfolios to enable confident selling to end customers.
• • Identify partner capability gaps and drive targeted enablement initiatives tied directly to active deals and priority sales motions.
• • Provide clear business rationale and ROI justification for partner investments, including enablement, MDF, and executive engagement.
• • Recruit, onboard, and activate new revenue-capable partners aligned to regional and segment growth priorities.
• • Collaborate with distributors to increase partner productivity, deal velocity, and pipeline conversion across North Asia.
• • Align partner coverage to territories, customer segments, and vertical opportunities in Hong Kong, Taiwan, Japan, and Korea.
• • Serve as the primary channel interface to Field Sales, ensuring clarity on roles, deal ownership, and rules of engagement.
• • Coordinate internal resources including Sales Engineering, Marketing, Product, and Leadership to accelerate deal execution and shorten close cycles.
• • Maintain accurate CRM data, pipeline reports, and partner performance metrics.
• • Provide regular updates on pipeline health, forecast risk, partner performance, and deal blockers to leadership and sales teams.
• • Articulate complex technical and commercial concepts clearly to partners and customers at both executive and field levels.
• • Influence without authority to hold partners accountable for sales outcomes and revenue delivery.
• • Operate in a fast-paced, multi-country environment with strong business judgment and prioritization skills.
• • Fluently communicate in English and Chinese; use Japanese and/or Korean to enhance partner engagement and market coverage.
• • Demonstrate deep understanding of North Asia market dynamics, partner ecosystems, and B2B buying behaviors.
• • Ensure compliance with Delinea’s employment policies, including background checks and social media reviews upon conditional offer.