Job Overview
Location
Australia
Job Type
Full-time
Category
Software Engineering
Date Posted
June 21, 2026
Full Job Description
đź“‹ Description
- • Own and deliver assigned channel revenue quota for Australia and New Zealand, 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 pipeline through deal closure.
- • Co-sell with Field Sales teams by participating in joint 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 execute joint business and account plans with partners that define revenue targets, priority accounts, and sales motions aligned to regional growth priorities.
- • 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.
- • Recruit, onboard, and activate new revenue-capable partners aligned with regional and segment growth objectives across Australia and New Zealand.
- • Collaborate with distributors to increase partner productivity, deal velocity, and pipeline conversion rates.
- • Align partner coverage to territories, customer segments, and vertical opportunities to maximize market penetration.
- • 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 with regular updates on pipeline health, forecast risk, partner performance, and deal blockers.
- • Provide clear business rationale and ROI justification for partner investments including enablement, MDF, and executive engagement.
- • Communicate 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.
- • Demonstrate strong business judgment and prioritization in a fast-paced, multi-country environment.
- • Maintain deep understanding of Australia and New Zealand market dynamics, partner ecosystems, and B2B buying behaviors.
- • Operate as a strategic co-selling partner to Field Sales, owning partner pipeline and quota attainment while ensuring partners are enabled, engaged, and accountable.
🎯 Requirements
- • 8+ years of experience in channel account management or indirect sales within the software industry, ideally in cybersecurity.
- • Proven track record of achieving or exceeding channel revenue and pipeline targets.
- • Strong experience co-selling with direct sales teams and driving deals to closure through partners.
- • Demonstrated ability to build, manage, and forecast a partner pipeline with discipline and accuracy.
- • Strong understanding of the Australia and New Zealand markets, partner ecosystems, and buying behaviors.
- • Excellent sales acumen, including opportunity qualification, deal progression, and closing complex B2B opportunities.
🏖️ Benefits
- • Competitive salaries
- • Meaningful bonus program
- • Healthcare insurance
- • Pension/retirement matching
- • Comprehensive life insurance
- • Employee assistance program
- • Time off plans
- • Paid company holidays
Skills & Technologies
See exactly how your profile matches this role — strengths, skill gaps, and what to do about them.
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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