Senior Channel Account Manager - Mid Atlantic

📋 Description

• • Own and expand Delinea’s Mid-Atlantic partner ecosystem—resellers, distributors, SIs, ISVs, and technology alliances—turning them into high-velocity revenue engines for our AI-powered Identity Security Platform.
• • Build and execute joint business plans that map partner capabilities to customer pain points, translating technical differentiation into measurable pipeline growth and closed-won deals.
• • Orchestrate cross-functional “virtual teams” across Sales, Marketing, Product, and Executive leadership to deliver partner enablement, executive briefings, demand-generation campaigns, and end-user events that accelerate adoption.
• • Quarterback the full deal lifecycle: prospect with partners, qualify opportunities, architect win-win proposals, negotiate contracts, and ensure post-sale success to drive renewal and expansion revenue.
• • Maintain a real-time, data-driven view of the partner funnel in Salesforce; inspect weekly metrics, identify gaps, and deploy resources to move stalled deals forward while forecasting accurately to corporate leadership.
• • Evangelize Delinea’s value proposition—99.995 % uptime, 90 % less management overhead, and AI-driven threat response—so partners position us as the default choice for privileged-access, secrets, and cloud-identity challenges.
• • Travel up to 50 % across the Mid-Atlantic (DC, Baltimore, Philadelphia, Richmond, Pittsburgh) to meet partners and their customers face-to-face, deepening relationships and uncovering whitespace opportunities.
• • Recruit net-new partners by mapping market coverage gaps, articulating ROI models, and securing executive sponsorship; negotiate tiered program benefits that align partner investment with mutual growth targets.
• • Serve as the “voice of the partner” internally, feeding field intelligence into Product, Marketing, and Strategy teams to influence roadmap priorities, campaign messaging, and competitive positioning.
• • Champion Delinea’s STRONG culture—Spirited, Trust, Respect, Ownership, Nimble, Global—inside every partner engagement, ensuring ethical, inclusive, and collaborative interactions that reflect our employer brand.
• • Drive quarterly business reviews (QBRs) with top-tier partners, presenting performance dashboards, co-marketing ROI, certification metrics, and joint pipeline health to secure renewed commitment and incremental MDF.
• • Mitigate channel conflict by enforcing deal-registration policies, maintaining transparent communication between direct and indirect sales teams, and upholding partner trust through fair, timely resolution.
• • Continuously refine partner-program economics—rebates, SPIFFs, enablement credits, and marketing development funds—balancing profitability for Delinea with compelling incentives for partners.
• • Mentor junior channel colleagues and share best practices across the Global Channels & Alliances organization, elevating the collective capability of the team and reinforcing a culture of continuous improvement.