Regional Partner Sales Manager

• Own partner-sourced/influenced pipeline and bookings targets.

• Deliver technical and sales training, and guide partners on monetization, business models, differentiation, and where to invest to grow and specialize their practice.

• Act as the trusted advisor and escalation point for partners, orchestrating and motivating a partner ecosystem rather than managing relationships one at a time.

• Build co-selling and co-marketing plans with partners, including MDF allocation, joint webinars, and demand-gen campaigns targeting IT/security buyers.

• Monitor partner pipeline, win rates, and renewal/expansion revenue; run quarterly business reviews to align on growth plans.

• Actively engage company resources and senior executives to build strategic relationships with the partner which ensures long-term business opportunities for the company.

• Promote company offerings to become a key part of the partner’s business and solutions; may be brought by partner to sell company brand to end-customers.

• Achieve assigned quota for company products, services and software.

• Create, fill in, and manage the company funnel for deals with partners, and transform potential leads into joint sales activities.

• Provide the business rationale and risk assessment for making company investments in the partner.

• Recruit and develop business relationships with new partners.

• Minimum 5 years of partner sales experience in the software industry.

• Experience developing outcome-based strategic plans with the partner to grow the business.

• Ability to partner effectively with others in the account to ensure coordinated, efficient account management.

• Thorough understanding of pipeline management discipline and ability to explain benefits to partners/other sales team members.

• Demonstrated use of AI and automation tooling to eliminate manual administrative work and reinvest that time in partner-facing activity.

• Independent judgment in methods, techniques, and evaluation criteria for obtaining results.

• Excellent communication skills: you are articulate, straightforward, thoughtful, and consistent.

• Strong presentation skills with the ability to articulate complex concepts to cross-functional audiences.

• Strong attention to detail, with strong analytical problem-solving ability.

• A natural inclination for building and fostering relationships with clients and project teams.

• Team player mindset – you’re at your best in a closely collaborative environment.

• Ability to maintain multiple deadlines with various stakeholders while delivering consistent results.

• Strong business acumen with a demonstrated track record of driving results.

• 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.