Alliances Manager

About Delinea:
Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real-time. With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on Delinea.com, LinkedIn, X, and YouTube.

Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you're ready to push boundaries and challenge the status quo in security, we want to hear from you.
 

Apply today to help us achieve our mission.

Summary Alliances Manager

Reporting to our Senior Director of Alliances, the Alliances Manager, will assist the management of our indirect strategy and programs with global audit and advisory firms and related solution partners. The Manager will help manage and grow our channel partner network, and assist with the operations of the Partner Portal, on a programmatic basis. Other activities will include cross-functional collaboration with the sales, sales operations, and marketing organizations to execute against our channel partner strategy. The Fastpath network of strategic alliances includes audit partners, value-added resellers, and systems integrators.

Responsibilities:

• Build and Expand Partner/Alliance relationships outside of North America, focused on the UK and nearby countries.

• Work with GTM, Sales, Services, Operations, and Marketing personnel within Fastpath and our Partners to create a joint strategy, manage co-selling initiatives, marketing and Sales enablement programs

• Develop excellent relationships with new and existing partners throughout their organizations to generate pipeline and grow revenue (New ARR).

• Enable and activate channel partners to reach their full mutual potential.

• Deliver a managed and measurable indirect referral number from named channel partners to Fastpath sales, and work with sales leadership to ensure highly effective Fastpath sales engagement

• Support channel partner sales activities with webinars, tradeshows, roadshows, collateral, pre- and post-marketing, etc.

• Collaborate closely with the sales team in the region to close deals with customers.

• Manage Sales Enablement programs for channel partners' sales and account teams

• Manage key partner joint channel partner planning processes that develop mutual performance objectives, financial targets, and critical milestones associated with a productive channel partner relationship

• Track KPIs that measure channel performance and operational efficiency. Report to senior management on key monthly and quarterly sales metrics

• Partner with Fastpath Marketing to assist development of joint marketing and promotion programs to leverage channel reach into customer segments and deliver high-impact adoption programs to the broadest possible customer base

• Hunt for new partners in the Audit/Advisory and ERP Ecosystems.

Qualifications:

Bachelor’s Degree

• 5+ years of experience in Sales, Channel Development, or Audit Firm relationships for a SaaS company.

• Experience developing and delivering sales enablement programs for partners.

• Demonstrated the ability to create and own a business strategy that will both enable and expand a Partnership network.

• Excellent business communication, organizational, and project management skills.

• Professional presence with the ability to build strong relationships with external contacts

• Ability to create structure in ambiguous situations and design effective task management strategies.

• Self-driven with an ability to manage multiple projects and priorities effectively

• Ability to travel up to 40% of the time

Bonus Qualifications:

• Alliance experience with large consulting companies

• ERP Ecosystems experience (Microsoft, NetSuite/oracle, SAP, Workday, etc…)

• General Understanding of Risk/SOX

Why work at Delinea?

• We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities.

• We invest in people who are smart, self-motivated, and collaborative.

• What we offer in return is meaningful work, a culture of innovation and great career progression.

At Delinea, our core values are STRONG and guide our behaviors and success:

• 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.