Director, Routes- to-Market Alliances

Delinea is looking for a Director, Routes-to-Market to own the strategy and execution of revenue growth across three of our highest-leverage indirect motions in the Americas: distribution, marketplaces, and commercial segment focused partners. A core part of the mandate is making these motions frictionless to transact — driving the automation of the partner quote-to-cash process so that growth is not gated by manual handling.

Build and run a distribution-managed partner strategy that drives growth through Delinea's unmanaged partner base — the long tail of resellers and MSPs who transact with us but sit outside direct partner account coverage.

• Define which partner segments are best served by a distribution-managed model, and the criteria for graduating partners into or out of Delinea management.

• Partner with distributors to stand up dedicated recruitment, enablement, and demand generation motions against the unmanaged base, including joint business plans and quarterly business reviews.

• Negotiate and structure distribution programs, incentives, rebates, and margin models.

• Establish coverage, activation, and productivity targets for distribution-managed partners, and hold distributors accountable to them.

• Direct measurable growth in partner activation rate, repeat transaction rate, and revenue per partner across the unmanaged base via distribution

• Champion automated quoting and ordering with distribution — API, EDI, or portal-based quote and order submission, automated price file and SKU updates, and self-service renewal quoting — so distributors can transact the long tail at volume without manual Delinea touch.

Own marketplace as an Americas GTM co-sell route to market.

• Build the co-sell strategy and operating cadence with cloud provider field sales teams, including opportunity registration, joint account planning, and seller-to-seller alignment.

• Partner with marketing on marketplace listings, private offers, and joint demand generation with cloud providers.

• Report on co-sell sourced and co-sell influenced pipeline and revenue, and continuously improve conversion through the funnel.

Direct and lead the commercial partner sales strategy.

• Direct the day-to-day responsibilities of the commercial partner sales manager

Work cross-functionally to ensure automation of the partner quote-to-cash process end to end, and drive the automation agenda that makes indirect transactions fast, accurate, and scalable.

• Map the current partner quote-to-cash process across distribution, marketplace, and MSP motions — deal registration, quoting, ordering, provisioning, invoicing, and partner compensation — and identify where manual steps, rework, and cycle-time loss occur.

• Build and prioritize the automation roadmap with Revenue Operations, Order Management, Finance, IT, and Partner Operations, and make the business case for the investment required.

• Drive automation of deal registration and CPQ for partner-sourced transactions, including approval workflows, margin and discount rules, and automated price and product catalog updates.

• Push toward touchless order processing for high-volume, low-complexity partner transactions, with clear rules on which deals route to automation and which require human review.

• Automate renewals and true-up quoting for the partner-managed base, and improve accuracy of partner-facing entitlement and usage data.

• Automate rebate, incentive, and MDF calculation and payout wherever possible to reduce partner disputes and administrative load.

• Define and track quote-to-cash performance metrics — quote turnaround time, order accuracy and error rate, days from order to provisioning, percentage of orders processed without manual intervention — and report progress to leadership.

• Represent the partner and distributor experience in systems and process design decisions, ensuring changes reduce partner friction rather than shift work onto them.

• Build the business case, financial model, and investment plan for each route to market, and present recommendations to senior leadership.

• Partner closely with Sales, Marketing, Product, Finance, Order Management, Legal, Revenue Operations, and Partner Operations to remove friction and operationalize each motion.

• Serve as the routes-to-market voice in quote-to-cash system and process initiatives, translating partner requirements into clear specifications for internal owners.

• Define the reporting framework, KPIs, and forecasting approach for routes-to-market performance, and deliver regular readouts to executive stakeholders.

• Influence across internal teams and partner organizations.

• 8+ years in channel, alliances, partner sales, sales, or routes-to-market roles in enterprise software, SaaS, or cybersecurity, including time in a strategy or program ownership capacity. Including 5+ years’ experience leading a team.

• Demonstrated ownership of a revenue number delivered through indirect routes, with a track record of growing it.

• Direct, hands-on experience with distribution and cloud marketplaces. Depth in distribution or marketplace co-sell is strongly preferred.

• Experience designing partner programs, incentive structures, and go-to-market models from the ground up — not just administering existing ones.

• Working knowledge of the quote-to-cash process and a track record of driving process improvement or automation across it, in partnership with Revenue Operations, Order Management, or Finance.

• Strong commercial and analytical skills; comfortable building business cases, modeling partner economics, and defending them to executive audiences.

• Excellent executive communication and relationship-building skills, effective with both internal senior stakeholders and external partner executives.

• Experience in identity security, privileged access management, or an adjacent cybersecurity domain.

• Working knowledge of hyperscaler co-sell programs and marketplace mechanics, including private offers and committed spend drawdown.

• Familiarity with two-tier distribution economics in North America and Latin America.

• Hands-on familiarity with CRM, CPQ, PRM, subscription billing, or marketplace integration platforms (for example Salesforce, a CPQ tool, a partner portal, or a billing and entitlement system).

• Experience with EDI or API-based ordering integrations with distributors.

• Prior experience scaling a function from individual contributor into a managed team.

• Bachelor's degree or equivalent practical experience.

• Spirited - We bring energy and passion to everything we do

• Trust - We act with integrity and deliver on our commitments

• Respect - We listen, value different perspectives, and work as one team

• Ownership - We take initiative and follow through

• Nimble - We adapt quickly in a fast-changing environment

• Global - We embrace diverse people and ideas to drive better outcomes

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 bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays.

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 criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.